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Reconsider what your MBA negotiation course taught you : the possible adverse effects of high salary requests
Maaravi, Yossi; Segal, Sandra - In: Journal of vocational behavior 139 (2022), pp. 1-17
Persistent link: https://www.econbiz.de/10013494076
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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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Driving a hard bargain is a balancing act : how social preferences constrain the negotiation process
Engler, Yola; Page, Lionel - In: Theory and decision : an international journal for … 93 (2022) 1, pp. 7-36
Persistent link: https://www.econbiz.de/10013460343
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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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Beyond the first offer : decoding negotiation openings and their impact on economic and subjective outcomes
Lipp, Wolfram E.; Smolinski, Remigiusz; Kesting, Peter - In: Group decision and negotiation 32 (2023) 2, pp. 395-433
Persistent link: https://www.econbiz.de/10014227960
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Vacuous information affects bargaining
Korth, Christian; Reiß, J. Philipp - In: Group decision and negotiation 23 (2014) 4, pp. 921-936
Persistent link: https://www.econbiz.de/10010386500
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Perceived versus negotiated discounts : the role of advertised reference prices in price negotiations
Jindal, Pranav - In: Journal of marketing research 59 (2022) 3, pp. 578-599
Persistent link: https://www.econbiz.de/10013258055
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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