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Ultimatum Bargaining with a Group: Underestimating the Importance of the Decision Rule,

Messick, David M.; Moore, Don A.; Bazerman, Max H. - In: Organizational Behavior and Human Decision Processes 69 (1997) 2, pp. 87-101

Persistent link: https://www.econbiz.de/10005348579

A Reverse Outcome Bias: The Influence of Multiple Reference Points on the Evaluation of Outcomes and Decisions

Boles, Terry L.; Messick, David M. - In: Organizational Behavior and Human Decision Processes 61 (1995) 3, pp. 262-275

Persistent link: https://www.econbiz.de/10005319009

Alternative structural solutions to resource dilemmas

Samuelson, Charles D.; Messick, David M. - In: Organizational Behavior and Human Decision Processes 37 (1986) 1, pp. 139-155

Persistent link: https://www.econbiz.de/10005431031

Integrative bargaining in a competitive market,

Bazerman, Max H.; Magliozzi, Thomas; Neale, Margaret A. - In: Organizational Behavior and Human Decision Processes 35 (1985) 3, pp. 294-313

Persistent link: https://www.econbiz.de/10005318926

Negotiator cognitions: A descriptive approach to negotiators' understanding of their opponents

Carroll, John S.; Bazerman, Max H.; Maury, Robin - In: Organizational Behavior and Human Decision Processes 41 (1988) 3, pp. 352-370

Persistent link: https://www.econbiz.de/10005318960

Agents as information brokers: The effects of information disclosure on negotiated outcomes

Valley, Kathleen L.; White, Sally Blount; Neale, Margaret A. - In: Organizational Behavior and Human Decision Processes 51 (1992) 2, pp. 220-236

Persistent link: https://www.econbiz.de/10005348370

The Descriptive and Prescriptive Use of Previous Purchase Price in Negotiations

Diekmann, Kristina A.; Tenbrunsel, Ann E.; Shah, Pri Pradhan - In: Organizational Behavior and Human Decision Processes 66 (1996) 2, pp. 179-191

Persistent link: https://www.econbiz.de/10005348405

Future lock-in: Future implementation increases selection of 'should' choices

Rogers, Todd; Bazerman, Max H. - In: Organizational Behavior and Human Decision Processes 106 (2008) 1, pp. 1-20

People often experience tension over certain choices (e.g., they should reduce their gas consumption or increase their savings, but they do not want to). Some posit that this tension arises from the competing interests of a deliberative "should" self and an affective "want" self. We show that...

Persistent link: https://www.econbiz.de/10005348460

Negotiator cognition and rationality: A behavioral decision theory perspective

Neale, Margaret A.; Bazerman, Max H. - In: Organizational Behavior and Human Decision Processes 51 (1992) 2, pp. 157-175

Persistent link: https://www.econbiz.de/10005348502

Egocentric Interpretations of Fairness in Asymmetric, Environmental Social Dilemmas: Explaining Harvesting Behavior and the Role of Communication

Wade-Benzoni, Kimberly A.; Tenbrunsel, Ann E.; … - In: Organizational Behavior and Human Decision Processes 67 (1996) 2, pp. 111-126

Persistent link: https://www.econbiz.de/10005348607