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Multiple equivalent simultaneous offers (MESOs) reduce the negotiator dilemma : how a choice of first offers increases economic and relational outcomes
Leonardelli, Geoffrey J.; Gu, Jun; McRuer, Geordie; … - In: Organizational behavior and human decision processes : … 152 (2019), pp. 64-83
Persistent link: https://www.econbiz.de/10012103191
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Too precise to pursue : how precise first offers create barriers-to-entry in negotiations and markets
Lee, Alice J.; Loschelder, David D.; Schweinsberg, Martin; … - In: Organizational behavior and human decision processes : … 148 (2018), pp. 87-100
Persistent link: https://www.econbiz.de/10011928700
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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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"I was going to offer $ 10,000 but ..." : the effects of phantom anchors in negotiation
Bhatia, Nazlı; Gunia, Brian C. - In: Organizational behavior and human decision processes : … 148 (2018), pp. 70-86
Persistent link: https://www.econbiz.de/10011928676
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Bargaining zone distortion in negotiations : the elusive power of multiple alternatives
Schaerer, Michael; Loschelder, David D.; Swaab, Roderick I. - In: Organizational behavior and human decision processes : … 137 (2016), pp. 156-171
Persistent link: https://www.econbiz.de/10011619003
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Pushing away from representative advice : advice taking, anchoring, and adjustment
Rader, Christina A.; Soll, Jack B.; Larrick, Richard P. - In: Organizational behavior and human decision processes : … 130 (2015), pp. 26-43
Persistent link: https://www.econbiz.de/10011372685
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Anchoring in sequential judgments
Mochon, Daniel; Frederick, Shane - In: Organizational behavior and human decision processes : … 122 (2013) 1, pp. 69-79
Persistent link: https://www.econbiz.de/10009769008
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The primal mark : how the beginning shapes the end in the development of creative ideas
Berg, Justin M. - In: Organizational behavior and human decision processes : … 125 (2014) 1, pp. 1-17
Persistent link: https://www.econbiz.de/10010404485
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Relevance insensitivity : a new look at some old biases
Hsee, Christopher K.; Yang, Yang; Li, Xilin - In: Organizational behavior and human decision processes : … 153 (2019), pp. 13-26
Persistent link: https://www.econbiz.de/10012103204
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Is there a place for sympathy in negotiation? : finding strength in weakness
Shirako, Aiwa; Kilduff, Gavin J.; Kray, Laura J. - In: Organizational behavior and human decision processes : … 131 (2015), pp. 95-109
Persistent link: https://www.econbiz.de/10011422323