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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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List price information in the negotiation of commercial real estate transactions : is silence golden?
Gatzlaff, Dean H.; Liu, Peng - In: The journal of real estate finance and economics 47 (2013) 4, pp. 760-786
Persistent link: https://www.econbiz.de/10010249828
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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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"When your anchor sinks your boat" : a replication and extension study
Jiang, Cheng-Ming; Ma, Jia-Tao - In: Journal of economic psychology : research in economic … 75 (2019) 1, pp. 1-8
Persistent link: https://www.econbiz.de/10012244117
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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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List Price Information in the Negotiation of Commercial Real Estate Transactions: Is Silence Golden?
Gatzlaff, Dean; Liu, Peng - In: The Journal of Real Estate Finance and Economics 47 (2013) 4, pp. 760-786
We examine the use (and non-use) of list price information in the process of marketing commercial real estate. While housing market research suggests that list prices can serve as a strong anchor and/or signal, list price information is included in less than one-third of the commercial property...
Persistent link: https://www.econbiz.de/10010866978
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Negotiating truck arrival times among trucking companies and a container terminal
Phan, Mai-Ha; Kim, Kap Hwan - In: Transportation research / E : an international journal 75 (2015), pp. 132-144
Persistent link: https://www.econbiz.de/10010510784
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The impact of relationship history on negotiation strategy expectations : a theoretical framework
Thomas, Stephanie P.; Manrodt, Karl B.; Eastman, … - In: International journal of physical distribution & … 45 (2015) 8, pp. 794-813
Persistent link: https://www.econbiz.de/10011418073
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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