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The framing of negotiations: Contextual versus task frames
Neale, Margaret A.; Huber, Vandra L.; Northcraft, Gregory B. - In: Organizational Behavior and Human Decision Processes 39 (1987) 2, pp. 228-241
Persistent link: https://www.econbiz.de/10005348472
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"Fixed Pie" a la Mode: Information Availability, Information Processing, and the Negotiation of Suboptimal Agreements
Pinkley, Robin L.; Griffith, Terri L.; Northcraft, … - In: Organizational Behavior and Human Decision Processes 62 (1995) 1, pp. 101-112
Persistent link: https://www.econbiz.de/10005348506
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Equity, Equality, or Need? The Effects of Organizational Culture on the Allocation of Benefits and Burdens
Mannix, Elizabeth A.; Neale, Margaret A.; Northcraft, … - In: Organizational Behavior and Human Decision Processes 63 (1995) 3, pp. 276-286
Persistent link: https://www.econbiz.de/10005348554
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Media Effects and Communication Bias in Diverse Groups
Bhappu, Anita D.; Griffith, Terri L.; Northcraft, Gregory B. - In: Organizational Behavior and Human Decision Processes 70 (1997) 3, pp. 199-205
Persistent link: https://www.econbiz.de/10005348663
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Negotiating with Nonlinear Subjective Utilities: Why Some Concessions Are More Equal Than Others
Northcraft, Gregory B.; Brodt, Susan E.; Neale, Margaret A. - In: Organizational Behavior and Human Decision Processes 63 (1995) 3, pp. 298-310
Persistent link: https://www.econbiz.de/10005430864
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Information competition and vividness effects in on-line judgments
Wilson, Marie G.; Northcraft, Gregory B.; Neale, Margaret A. - In: Organizational Behavior and Human Decision Processes 44 (1989) 1, pp. 132-139
Persistent link: https://www.econbiz.de/10005430968
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The preservation of self in everyday life: The effects of performance expectations and feedback context on feedback inquiry
Northcraft, Gregory B.; Ashford, Susan J. - In: Organizational Behavior and Human Decision Processes 47 (1990) 1, pp. 42-64
Persistent link: https://www.econbiz.de/10005431108
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Decision bias and personnel selection strategies
Huber, Vandra L.; Neale, Margaret A.; Northcraft, Gregory B. - In: Organizational Behavior and Human Decision Processes 40 (1987) 1, pp. 136-147
Persistent link: https://www.econbiz.de/10005431140
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Effects of decision strategy and number of openings on employment selection decisions
Huber, Vandra L.; Northcraft, Gregory B.; Neale, Margaret A. - In: Organizational Behavior and Human Decision Processes 45 (1990) 2, pp. 276-284
Persistent link: https://www.econbiz.de/10005431141
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Experts, amateurs, and real estate: An anchoring-and-adjustment perspective on property pricing decisions
Northcraft, Gregory B.; Neale, Margaret A. - In: Organizational Behavior and Human Decision Processes 39 (1987) 1, pp. 84-97
Persistent link: https://www.econbiz.de/10005318837