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Deception and Retribution in Repeated Ultimatum Bargaining

Boles, Terry L.; Croson, Rachel T. A.; Murnighan, J. Keith - In: Organizational Behavior and Human Decision Processes 83 (2000) 2, pp. 235-259

Persistent link: https://www.econbiz.de/10005348586

Distributing Adventitious Outcomes: Social Norms, Egocentric Martyrs, and the Effects on Future Relationships

Parks, Judi McLean; Boles, Terry L.; Conlon, Donald E.; … - In: Organizational Behavior and Human Decision Processes 67 (1996) 2, pp. 181-200

Persistent link: https://www.econbiz.de/10005326094

Share and Share Alike or Winner Take All?: The Influence of Social Value Orientation upon Choice and Recall of Negotiation Heuristics, , ,

Dreu, Carsten K. W. De; Boles, Terry L. - In: Organizational Behavior and Human Decision Processes 76 (1998) 3, pp. 253-276

Persistent link: https://www.econbiz.de/10005318925

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

Avoiding Regret in Decisions with Feedback: A Negotiation Example

Larrick, Richard P.; Boles, Terry L. - In: Organizational Behavior and Human Decision Processes 63 (1995) 1, pp. 87-97

Persistent link: https://www.econbiz.de/10005197250

What's in a name? Subliminally activating trusting behavior

Huang, Li; Murnighan, J. Keith - In: Organizational Behavior and Human Decision Processes 111 (2010) 1, pp. 62-70

Because the choice to trust is inherently risky, people naturally assess others' trustworthiness before they engage in trusting actions. The research reported here suggests that the trust development process may start before the conscious assessment of trustworthiness, via the activation of a...

Persistent link: https://www.econbiz.de/10008522584

Towards a competitive arousal model of decision-making: A study of auction fever in live and Internet auctions

Ku, Gillian; Malhotra, Deepak; Murnighan, J. Keith - In: Organizational Behavior and Human Decision Processes 96 (2005) 2, pp. 89-103

Persistent link: https://www.econbiz.de/10005348500

Intravention: Third-Party Intervention with Clout

Conlon, Donald E.; Carnevale, Peter J.; Murnighan, J. Keith - In: Organizational Behavior and Human Decision Processes 57 (1994) 3, pp. 387-410

Persistent link: https://www.econbiz.de/10005348582

Coalitions in decision-making groups: Organizational analogs

Murnighan, J. Keith - In: Organizational Behavior and Human Decision Processes 35 (1985) 1, pp. 1-26

Persistent link: https://www.econbiz.de/10005431127

Learning to Avoid the Winner's Curse

Foreman, Peter; Murnighan, J. Keith - In: Organizational Behavior and Human Decision Processes 67 (1996) 2, pp. 170-180

Persistent link: https://www.econbiz.de/10005431129