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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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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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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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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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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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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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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
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Face threat sensitivity in distributive negotiations : effects on negotiator self-esteem and demands
Tuncel, Ece; Kong, Dejun; McLean Parks, Judi; Kleef, … - In: Organizational behavior and human decision processes : … 161 (2020), pp. 255-273
Persistent link: https://www.econbiz.de/10012428955
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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