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Bargaining zone distortion in negotiations : the elusive power of multiple alternatives
Schaerer, Michael; Loschelder, David D.; Swaab, Roderick I. - In: Organizational behavior and human decision processes : … 137 (2016), pp. 156-171
Persistent link: https://www.econbiz.de/10011619003
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The impact of concession patterns on negotiations : when and why decreasing concessions lead to a distributive disadvantage
Tey, Kian Siong; Schaerer, Michael; Madan, Nikhil; … - In: Organizational behavior and human decision processes : … 165 (2021), pp. 153-166
Persistent link: https://www.econbiz.de/10012610390
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Setting the stage for negotiations : how superordinate goal dialogues promote trust and joint gain in negotiations between teams
Swaab, Roderick I.; Lount, Robert B.; Chung, Seunghoo; … - In: Organizational behavior and human decision processes : … 167 (2021), pp. 157-169
Persistent link: https://www.econbiz.de/10013258801
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Going far together by being here now : mindfulness increases cooperation in negotiations
Masters-Waage, Theodore C.; Nai, Jared; Reb, Jochen; … - In: Organizational behavior and human decision processes : … 167 (2021), pp. 189-205
Persistent link: https://www.econbiz.de/10013258817
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Multi-issue offers strategy and joint gains in negotiations : how low-trust negotiators get things done
Yao, Jingjing; Brett, Jeanne M.; Zhang, Zhi-Xue; … - In: Organizational behavior and human decision processes : … 162 (2021), pp. 9-23
Persistent link: https://www.econbiz.de/10012495450
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The power of lost alternatives in negotiations
Brady, Garrett L.; Inesi, M. Ena; Mußweiler, Thomas - In: Organizational behavior and human decision processes : … 162 (2021), pp. 59-80
Persistent link: https://www.econbiz.de/10012495453
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When negotiators with honest reputations are less (and more) likely to be deceived
SimanTov-Nachlieli, Ilanit; Har-Vardi, Liron; Moran, Simone - In: Organizational behavior and human decision processes : … 157 (2020), pp. 68-84
Persistent link: https://www.econbiz.de/10012253959
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Negotiation
Brett, Jeanne M.; Thompson, Leigh L. - In: Organizational behavior and human decision processes : … 136 (2016), pp. 68-79
Persistent link: https://www.econbiz.de/10011596288
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Stake size effects in ultimatum game and dictator game offers : a meta-analysis
Larney, Andrea; Rotella, Amanda; Barclay, Pat - In: Organizational behavior and human decision processes : … 151 (2019), pp. 61-72
Persistent link: https://www.econbiz.de/10012003025
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Too precise to pursue : how precise first offers create barriers-to-entry in negotiations and markets
Lee, Alice J.; Loschelder, David D.; Schweinsberg, Martin; … - In: Organizational behavior and human decision processes : … 148 (2018), pp. 87-100
Persistent link: https://www.econbiz.de/10011928700