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Vertrauen
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32
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22
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18
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16
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1
Does paying back pay off? : effects of
reciprocity
and economic outcomes on trust emergence in
negotiations
Sondern, Dominik
;
Hertel, Guido
- In:
Group decision and negotiation
28
(
2019
)
6
,
pp. 1053-1076
Persistent link: https://www.econbiz.de/10012126643
Saved in:
2
Sweet little lies : social context and the use of deception in negotiation
Olekalns, Mara
;
Kulik, Carol T.
;
Chew, Lin
- In:
Journal of business ethics : JOBE
120
(
2014
)
1
,
pp. 13-26
Persistent link: https://www.econbiz.de/10010355854
Saved in:
3
Does overconfidence lead to bargaining failures?
Colzani, Paola
;
Santos-Pinto, Luís
-
2021
Persistent link: https://www.econbiz.de/10012516473
Saved in:
4
Can attentional nudges improve efficiency of bilateral multi-attribute
negotiations
?
Lamiraud, Karine
;
Patris, Julien
;
Vranceanu, Radu P.
- In:
Journal of behavioral and experimental economics
110
(
2024
),
pp. 1-13
Persistent link: https://www.econbiz.de/10014549460
Saved in:
5
The Influence of Automatic Trust on Information Sharing in
Negotiations
Huang, Li
-
2009
, positive relational cues changed affective reactions to potential
reciprocity
, increased behavioral trust without conscious … awareness, and enhanced the exchange of information on interests and priorities in two-party
negotiations
…
Persistent link: https://www.econbiz.de/10014203133
Saved in:
6
Social interaction and negotiation outcomes : an experimental approach
Brañas-Garza, Pablo
;
Cabrales, Antonio
;
Mateu, Guillermo
; …
- In:
Journal of behavioral and experimental economics
102
(
2023
),
pp. 1-18
Persistent link: https://www.econbiz.de/10014283872
Saved in:
7
The back-scratching game
Murray, Cameron K.
;
Frijters, Paul
;
Vorsterv, Melissa
- In:
Journal of economic behavior & organization : JEBO
142
(
2017
),
pp. 494-508
Persistent link: https://www.econbiz.de/10011927462
Saved in:
8
Trust, power (a)symmetry and misrepresentation in negotiation
Olekalns, Mara
(
contributor
);
Smith, Philip L.
(
contributor
)
-
2006
Persistent link: https://www.econbiz.de/10003336951
Saved in:
9
Reventing betrayal and promoting trust : a social exchange analysis of strategic focus in negotiation
Olekalns, Mara
(
contributor
);
Smith, Philip L.
(
contributor
)
-
2007
Persistent link: https://www.econbiz.de/10003477147
Saved in:
10
Trust me, I'm a negotiator : diagnosing trust to negotiate effectively, globally
Gunia, Brian C.
;
Brett, Jeanne M.
;
Nandkeolyar, Amit K.
- In:
Organizational dynamics : a quarterly review of …
43
(
2014
)
1
,
pp. 27-36
Persistent link: https://www.econbiz.de/10010359913
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