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Do You a Favor? Social Implications of High Aspirations in Negotiation

Bowles, Hannah Riley; Babcock, Linda; Lai, Lei - 2004

Study explores implications of high aspirations for potential future cooperation with one's negotiating counterpart. Participants were 134 undergraduate students acting as buyers or sellers in a price negotiation. Buyers were assigned more or less ambitious aspirations. Buyers with more...

Persistent link: https://www.econbiz.de/10014029048

Explaining the bargaining impasse : the role of self-serving biases

Babcock, Linda; Loewenstein, George F. - In: Exotic preferences : behavioral economics and human …, (pp. 215-237). 2008

Persistent link: https://www.econbiz.de/10003729562

Split-awards and disputes : an experimental study of a strategic model of litigation

Landeo, Claudia; Nikitin, Maksim I.; Babcock, Linda - In: Journal of economic behavior & organization : JEBO 63 (2007) 3, pp. 537-552

Persistent link: https://www.econbiz.de/10003457442

Wage spillovers in public sector contract negotiations : the importance of social comparisons

Babcock, Linda; Engberg, John Barker; Greenbaum, Robert - In: Regional science & urban economics 35 (2005) 4, pp. 395-416

Persistent link: https://www.econbiz.de/10002883257

Damage caps, motivated anchoring, and bargaining impasse

Pogarsky, Greg; Babcock, Linda - In: The journal of legal studies 30 (2001) 1, pp. 143-159

Persistent link: https://www.econbiz.de/10001548224

Explaining bargaining impasse : the role of self-serving biases

Babcock, Linda - In: The journal of economic perspectives : EP ; a journal … 11 (1997) 1, pp. 109-126

Persistent link: https://www.econbiz.de/10001217926

A dynamic model of public sector employer response to unionization

Babcock, Linda - In: Journal of labor research 18 (1997) 2, pp. 265-286

Persistent link: https://www.econbiz.de/10001218132

Choosing the wrong pond : social comparisons in negotiations that reflect a self-serving bias

Babcock, Linda - In: The quarterly journal of economics 111 (1996) 1, pp. 1-19

Persistent link: https://www.econbiz.de/10001201493

Biased judgments of fairness in bargaining

Babcock, Linda; Loewenstein, George F.; Issacharoff, Samuel - In: The American economic review 85 (1995) 5, pp. 1337-1343

Persistent link: https://www.econbiz.de/10001202017

Wages and employment in public-sector unions

Babcock, Linda - In: Economic inquiry : journal of the Western Economic … 35 (1997) 3, pp. 532-543

Persistent link: https://www.econbiz.de/10001227216