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Confidence and outcome expectations in bilateral negotiations : a dynamic model

Vetschera, Rudolf; Dias, Luís C. - In: Group decision and negotiation 33 (2024) 4, pp. 775-803

Persistent link: https://www.econbiz.de/10015056290

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

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Does overconfidence lead to bargaining failures?

Colzani, Paola; Santos-Pinto, Luís - 2021

Persistent link: https://www.econbiz.de/10012516473

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

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

The Influence of Automatic Trust on Information Sharing in Negotiations

Huang, Li - 2009

awareness, and enhanced the exchange of information on interests and priorities in two-party negotiations …

Persistent link: https://www.econbiz.de/10014203133

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

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Essays on incentives and behavior

Pjankov, Nikita E. - 2003

Persistent link: https://www.econbiz.de/10003385467

Sleep restriction and time-of-day impacts on simple social interaction

Dickinson, David L.; McElroy, Todd - 2016

Simple bargaining games are the foundation of more complex social interactions necessary for healthy relationships and well‐functioning societies. Neuroscience research has shown that high‐level deliberative thinking processes are necessary for social‐decision making - it seems cognitively...

Persistent link: https://www.econbiz.de/10011450381

Incentive contracts versus trust in three-person ultimatum games : an experimental study

Büchner, Susanne; González, Luis G.; Güth, Werner; … - In: European journal of political economy 20 (2004) 3, pp. 673-694

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