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Declaration of Ownership

Sarah Ogilvie

I certify that attached material is my original work. Except where reference is made in the text of this thesis, this thesis contains no material published elsewhere. No other person's work has been used without due acknowledgement. I have not presented this thesis for the award of any other degree or diploma at any other institution.

Sarah Ogilvie

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TOC

  1. Declaration of Ownership
  2. Acknowledgements
  3. Abstract
  4. Negotiation And Conflict Frames
  5. Negotiation
  6. Definition of Negotiation and its Principal Features
  7. Theoretical Approaches to the Study of Negotiation
  8. Frames in Negotiation
  9. Frame Convergence
  10. Negotiation Stages
  11. Shifts in Frame Use and Negotiation Outcomes
  12. Synthesis And Development Of Conflict Frame Typology
  13. Frame Conceptualisations
  14. Frame Derivations
  15. Frame Measurement
  16. Frame Characterisations
  17. Pilot Study
  18. Motivational Orientation
  19. Frame Use According to Motivational Orientation
  20. Frame Shifts and Negotiated Outcomes by Motivational Orientation
  21. Research Aims and Summary
  22. Participants
  23. Measures
  24. Procedure
  25. Results
  26. Exclusion of Negotiation Cases
  27. Analysis of Frame Data
  28. Data Screening
  29. Hypothesis Testing
  30. Key Findings
  31. Discussion
  32. Frame Use Between Motivational Conditions
  33. Frame Shifts Across Time and Negotiated Outcomes
  34. Implications of Findings
  35. Theoretical Limitations
  36. Methodological Limitations
  37. Future research
  38. Contributions to Research and Conclusions
  39. References