Alice Stuhlmacher

Alice Stuhlmacher

Alice Stuhlmacher is a co-author of the 2002 meta-analysis of goal setting and negotiation performance.

Who they are

The work of Alice Stuhlmacher reaches this site through the paper listed below. The name is tied to Goal Setting Theory.

Key papers

Zetik, D. C., & Stuhlmacher, A. F. (2002). Goal setting and negotiation performance: A meta-analysis. Group Processes & Intergroup Relations, 5(1), 35-52. What it reports: Meta-analysis of 22 research reports. Negotiators with specific, challenging goals earned higher profits than those with suboptimal goals or none; stronger in face-to-face negotiation and with performance rewards.

Key ideas

Goal Setting Theory: Locke and Latham's account of why specific, difficult goals with feedback raise performance.

Sources

  1. Zetik, D. C., & Stuhlmacher, A. F. (2002). Goal setting and negotiation performance: A meta-analysis. Group Processes & Intergroup Relations, 5(1), 35-52.