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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

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

The Negotiation Matching Process: Relationships and Partner Selection

Tenbrunsel, Ann E.; Wade-Benzoni, Kimberly A.; Moag, Joseph - In: Organizational Behavior and Human Decision Processes 80 (1999) 3, pp. 252-283

Persistent link: https://www.econbiz.de/10005197342

The Inconsistent Role of Comparison Others and Procedural Justice in Reactions to Hypothetical Job Descriptions: Implications for Job Acceptance Decisions

Bazerman, Max H.; Schroth, Holly A.; Shah, Pri Pradhan; … - In: Organizational Behavior and Human Decision Processes 60 (1994) 3, pp. 326-352

Persistent link: https://www.econbiz.de/10005197355

Dynamic and Static Work-Family Relationships

Tenbrunsel, Ann E.; Brett, Jeanne M.; Maoz, Eyal; … - In: Organizational Behavior and Human Decision Processes 63 (1995) 3, pp. 233-246

Persistent link: https://www.econbiz.de/10005348450

Flattery may get you somewhere: The strategic implications of providing positive vs. negative feedback about ability vs. ethicality in negotiation

Kim, Peter H.; Diekmann, Kristina A.; Tenbrunsel, Ann E. - In: Organizational Behavior and Human Decision Processes 90 (2003) 2, pp. 225-243

Persistent link: https://www.econbiz.de/10005197391

“Just think about it”? Cognitive complexity and moral choice

Moore, Celia; Tenbrunsel, Ann E. - In: Organizational Behavior and Human Decision Processes 123 (2014) 2, pp. 138-149

In this paper, we question the simplicity of the common prescription that more thinking leads to better moral choices. In three studies, we discover that the relationship between how complexly one reasons before making a decision with moral consequences is related to the outcome of that decision...

Persistent link: https://www.econbiz.de/10011041539

Negotiating over Time: Impediments to Integrative Solutions

Mannix, Elizabeth A.; Tinsley, Catherine H.; Bazerman, Max - In: Organizational Behavior and Human Decision Processes 62 (1995) 3, pp. 241-251

Persistent link: https://www.econbiz.de/10005197296

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