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A theory of adaptive reference points in decision-making and negotiation

Bottom, William P. - 1989

Persistent link: https://www.econbiz.de/10000802256

After the deal : talk, trust building and the implementation of negotiated agreements

Mislin, Alexandra A.; Campagna, Rachel L.; Bottom, … - In: Organizational behavior and human decision processes : … 115 (2011) 1, pp. 55-68

Persistent link: https://www.econbiz.de/10009007184

Cross-Cultural Differences in Risk Perception : A Model- Based Approach

Bontempo, Robert N. - 2011

The present study was designed to assess cross-cultural differences in the perception of financial risks. Students at large universities in Hong Kong, Taiwan, the Netherlands, and the U.S., as well as a group of Taiwanese security analysts rated the riskiness of a set of monetary lotteries. Risk...

Persistent link: https://www.econbiz.de/10012757436

Tactical anger in negotiation : the expresser's perspective

Jang, Daisung; Bottom, William P. - In: Journal of behavioral decision making 35 (2022) 1, pp. 1-24

Persistent link: https://www.econbiz.de/10012795732

The effects of emotional expressions in negotiation : a meta-analysis and future directions for research

Sharma, Sudeep; Elfenbein, Hillary Anger; Sinha, Ruchi; … - In: Human performance 33 (2020) 4, pp. 331-353

Persistent link: https://www.econbiz.de/10012263629

Predicting negotiation performance from personality traits : a field study across multiple occupations

Sharma, Sudeep; Elfenbein, Hillary Anger; Foster, Jeff; … - In: Human performance 31 (2018) 3, pp. 145-164

Persistent link: https://www.econbiz.de/10011966168

The differential effects of fear and tranquility on risk taking when probabilistic information is communicated in verbal terms

Tuncel, Ece; Bottom, William P. - In: Group decision and negotiation 28 (2019) 4, pp. 671-693

Persistent link: https://www.econbiz.de/10012121566

More than a phase : form and features of a general theory of negotiation

Jang, Daisung; Elfenbein, Hillary Anger; Bottom, William P. - In: Annals / The Academy of Management 12 (2018) 1, pp. 318-356

Persistent link: https://www.econbiz.de/10011803727

Framing Effects and the Distributive Aspect of Integrative Bargaining

Bottom, William P.; Studt, Amy - In: Organizational Behavior and Human Decision Processes 56 (1993) 3, pp. 459-474

Persistent link: https://www.econbiz.de/10005348583

BOOK REVIEWS - Predictable Surprises: The Disasters You Should Have Seen Coming, and How to Prevent Them

Bazerman, Max H.; Watkins, Michael D.; Bottom, William P. - In: The Academy of Management review : AMR 31 (2006) 1, pp. 225-226

Persistent link: https://www.econbiz.de/10006713480

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