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Negotiating in Organizations
0 references·16 citing·53 second hopsampled
Negotiating in Organizations (1983)Negotiating in OrganizationsStatus Conflict in Groups (2011)Status Conflict in GroupsDishonesty in the Name of Equity (2009)Dishonesty in the Name of Equ…What do people value when they negotiate? Mapping the domain of subjective value in negotiation. (2006)What do people value when the…Motivational Bases Of Information Processing and Strategy in Conflict and Negotiation (2003)Motivational Bases Of Informa…Negotiation behavior when cultures collide: The United States and Japan. (2001)Negotiation behavior when cul…Extending and testing a five factor model of ethical and unethical bargaining tactics: introducing the SINS scale (2000)Extending and testing a five …Trust Expectations, Information Sharing, Climate of Trust, and Negotiation Effectiveness and Efficiency (1999)Trust Expectations, Informati…Cooperative and Competitive Goal Approach to Conflict: Accomplishments and Challenges (1998)Cooperative and Competitive G…Conceptualizing and Measuring a Power/Interaction Model of Interpersonal Influence1 (1998)Conceptualizing and Measuring…The impact of consideration of issues and motivational orientation on group negotiation process and outcome. (1993)The impact of consideration o…Models of conflict, negotiation and third party intervention: A review and synthesis (1992)Models of conflict, negotiati…Egocentric interpretations of fairness and interpersonal conflict (1992)Egocentric interpretations of…Information exchange in negotiation (1991)Information exchange in negot…Equity, Equality, Power, and Conflict (1991)Equity, Equality, Power, and …Dimensions of conflict frame: Disputant interpretations of conflict. (1990)Dimensions of conflict frame:…Field studies of French and Raven's bases of power: Critique, reanalysis, and suggestions for future research. (1985)Field studies of French and R…Exchange and Power in Social Life. (1965)Qualitative Data Analysis: An Expanded Sourcebook (1994)Conflict in Small Groups: The Meaning and Consequences of Process Conflict (2010)The functions and dysfunctions of hierarchy (2010)Perspectives on Power in Organizations (2014)Exchange and Power in Social Life (2017)The Strategy of Conflict (1960)Getting to Yes: Negotiating Agreement Without Giving in (1987)Prospect theory: An analysis of decision under risk (1988)WHAT GOES AROUND COMES AROUND: THE IMPACT OF PERSONAL CONFLICT STYLE ON WORK CONFLICT AND STRESS (2000)Interpersonal Conflict and Its Management in Information System Development1 (2001)The Social Psychology of Groups (1959)The Art and Science of Negotiation. (1984)Social Conflict: Escalation, Stalemate, and Settlement (1987)Psychological Barriers to Dispute Resolution (1995)The Influence of Anger and Compassion on Negotiation Performance (1997)A Coefficient of Agreement for Nominal Scales (1960)Prospect Theory: An Analysis of Decision under Risk (1979)Chameleons bake bigger pies and take bigger pieces: Strategic behavioral mimicry facilitates negotiation outcomes (2007)It takes two to tango: An interdependence analysis of the spiraling of perceived trustworthiness and cooperation in interpersonal and intergroup relationships (2008)Interpersonal Trust within Negotiations: Meta-Analytic Evidence, Critical Contingencies, and Directions for Future Research (2013)Culture's Consequences: International Differences in Work-Related Values (1981)Culture's Consequences: International Differences in Work-Related Values. (1983)Research in Organizational Behavior (1984)Culture and Negotiation Strategy (2003)Harmony and Conflict: A Cross-Cultural Investigation in China and Australia (2010)Dignity, face, and honor cultures: A study of negotiation strategy and outcomes in three cultures (2016)Judgment under Uncertainty: Heuristics and Biases (1974)Judgment under Uncertainty: Heuristics and Biases (1975)Psychology of intergroup relations (1986)CONFLICT MANAGEMENT, EFFICACY, AND PERFORMANCE IN ORGANIZATIONAL TEAMS (2000)A theory‐based measure of conflict management strategies in the workplace (2001)The virtue and vice of workplace conflict: food for (pessimistic) thought (2007)The Psychology of Interpersonal Relations. (1958)Towards an understanding of inequity. (1963)Inequity In Social Exchange (1965)Rapport in Conflict Resolution: Accounting for How Face-to-Face Contact Fosters Mutual Cooperation in Mixed-Motive Conflicts (2000)Theoretical Comparisons of Forms of Exchange (2003)The psychology of interpersonal relations. (1958)The Norm of Reciprocity: A Preliminary Statement (1960)Communication and Persuasion (1986)Tax authorities' interaction with taxpayers: A conception of compliance in social dilemmas by power and trust (2015)The Motivated Gatekeeper of Our Minds (2015)Researching rudeness: The past, present, and future of the science of incivility. (2017)Self-efficacy: Toward a unifying theory of behavioral change. (1977)Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)Differentiating the effects of status and power: A justice perspective. (2012)A meta-analysis on gender differences in negotiation outcomes and their moderators. (2014)Exit, Voice and Loyalty: Responses to Decline in Firms, Organizations, and States. (1970)Handbook of Industrial and Organizational Psychology. (1977)The Social Psychology of Organizations. (1979)Structural and Individual Determinants of Workplace Victimization: The Effects of Hierarchical Status and Conflict Management Style (2000)THE INFLUENCE OF PROPORTIONAL AND PERCEPTUAL CONFLICT COMPOSITION ON TEAM PERFORMANCE (2000)
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  • 1990Dimensions of conflict frame: Disputant interpretations of conflict.533 cited
  • 1998Cooperative and Competitive Goal Approach to Conflict: Accomplishments and Challenges529 cited
  • 2006What do people value when they negotiate? Mapping the domain of subjective value in negotiation.507 cited
  • 1992Egocentric interpretations of fairness and interpersonal conflict477 cited
  • 2011Status Conflict in Groups434 cited
  • 1991Information exchange in negotiation431 cited
  • 1998Conceptualizing and Measuring a Power/Interaction Model of Interpersonal Influence1395 cited
  • 1991Equity, Equality, Power, and Conflict383 cited
  • 1999Trust Expectations, Information Sharing, Climate of Trust, and Negotiation Effectiveness and Efficiency377 cited
  • 2001Negotiation behavior when cultures collide: The United States and Japan.339 cited
  • 1985Field studies of French and Raven's bases of power: Critique, reanalysis, and suggestions for future research.337 cited
  • 1992Models of conflict, negotiation and third party intervention: A review and synthesis326 cited
  • 2009Dishonesty in the Name of Equity315 cited
  • 1993The impact of consideration of issues and motivational orientation on group negotiation process and outcome.

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310 cited
  • 2000Extending and testing a five factor model of ethical and unethical bargaining tactics: introducing the SINS scale308 cited
  • 2003Motivational Bases Of Information Processing and Strategy in Conflict and Negotiation284 cited