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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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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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The "fixed" pie perception and strategy in dyadic versus multiparty negotiations
Kern, Mary; Brett, Jeanne M.; Weingart, Laurie R.; Eck, … - In: Organizational behavior and human decision processes : … 157 (2020), pp. 143-158
Persistent link: https://www.econbiz.de/10012253968
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Negotiation
Brett, Jeanne M.; Thompson, Leigh L. - In: Organizational behavior and human decision processes : … 136 (2016), pp. 68-79
Persistent link: https://www.econbiz.de/10011596288
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How, when, and why recipients and observers reward good deeds and punish bad deeds
Whiston, Jennifer A.; Wang, Cynthia S.; See, Ya Hui Michelle - In: Organizational behavior and human decision processes : … 128 (2015), pp. 84-95
Persistent link: https://www.econbiz.de/10011342757
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The generalist bias
Wang, Long; Murnighan, John K. - In: Organizational behavior and human decision processes : … 120 (2013) 1, pp. 47-61
Persistent link: https://www.econbiz.de/10009717887
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The social and ethical consequences of a calculative mindset
Wang, Long; Zhong, Chen-Bo; Murnighan, John K. - In: Organizational behavior and human decision processes : … 125 (2014) 1, pp. 39-49
Persistent link: https://www.econbiz.de/10010404473
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The social world as an experimental game
Murnighan, John K.; Wang, Long - In: Organizational behavior and human decision processes : … 136 (2016), pp. 80-94
Persistent link: https://www.econbiz.de/10011596291
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Beyond personal control : when and how executives' beliefs in negotiable fate foster entrepreneurial orientation and firm performance
Au, Evelyn W. M.; Qin, Xin; Zhang, Zhi-Xue - In: Organizational behavior and human decision processes : … 143 (2017), pp. 69-84
Persistent link: https://www.econbiz.de/10011791576
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The generalist bias
Wang, Long; Keith Murnighan, J. - In: Organizational behavior and human decision processes : … 120 (2013) 1, pp. 47-61
Persistent link: https://www.econbiz.de/10010059673