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Framing Effects and the Distributive Aspect of Integrative Bargaining

Bottom, William P.; Studt, Amy - In: Organizational Behavior and Human Decision Processes 56 (1993) 3, pp. 459-474

Persistent link: https://www.econbiz.de/10005348583

An empirical evaluation of the transitivity, monotonicity, accounting, and conjoint axioms for perceived risk

Weber, Elke U.; Bottom, William P. - In: Organizational Behavior and Human Decision Processes 45 (1990) 2, pp. 253-275

Persistent link: https://www.econbiz.de/10005197370

After the deal: Talk, trust building and the implementation of negotiated agreements

Mislin, Alexandra A.; Campagna, Rachel L.; Bottom, … - In: Organizational Behavior and Human Decision Processes 115 (2011) 1, pp. 55-68

The success of a negotiated agreement depends on implementation and implications for future exchange between the parties. This paper examines structural, affective and contractual factors that influence implementation behavior. Predictions derived from contract theory and recent negotiation...

Persistent link: https://www.econbiz.de/10008869757

Adaptive aspirations and contributions to a public good: Generic advertising as a response to decline

Krishnamurthy, Sandeep; Bottom, William P.; Rao, Ambar G. - In: Organizational Behavior and Human Decision Processes 92 (2003) 1-2, pp. 22-33

Persistent link: https://www.econbiz.de/10005430977

Negotiator Risk: Sources of Uncertainty and the Impact of Reference Points on Negotiated Agreements,

Bottom, William P. - In: Organizational Behavior and Human Decision Processes 76 (1998) 2, pp. 89-112

Persistent link: https://www.econbiz.de/10005431082