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Interest (mis)alignments in representative negotiations : do pro-social agents fuel or reduce inter-group conflict?
Aaldering, Hillie; Greer, Lindred L.; Kleef, Gerben A. Van - In: Organizational behavior and human decision processes : … 120 (2013) 2, pp. 240-250
Persistent link: https://www.econbiz.de/10009724610
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Is it sometimes better to receive than to give? : preferences for receiver roles over proposer roles in consumer behavior ultimatums
Conlon, Donald E.; Tinsley, Catherine H.; Birk, Samuel J.; … - In: Organizational behavior and human decision processes : … 119 (2012) 1, pp. 64-77
Persistent link: https://www.econbiz.de/10009580565
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How perceived power influences the consequences of dominance expressions in negotiations
Wiltermuth, Scott S.; Raj, Medha; Wood, Adam - In: Organizational behavior and human decision processes : … 146 (2018), pp. 14-30
Persistent link: https://www.econbiz.de/10011871461
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A counterpart's feminine face signals cooperativeness and encourages negotiators to compete
Gladstone, Eric; O'Connor, Kathleen M. - In: Organizational behavior and human decision processes : … 125 (2014) 1, pp. 18-25
Persistent link: https://www.econbiz.de/10010404482
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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