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The manager as negotiator : bargaining for cooperation and competitive gain
0 references·16 citing·54 second hopsampled
The manager as negotiator : bargaining for cooperation and competitive gain (1986)The manager as negotiator : bargaining fo…Proceedings of the 2017 Winter Simulation Conference (2017)Proceedings of the 2017 Winte…Interpersonal Trust within Negotiations: Meta-Analytic Evidence, Critical Contingencies, and Directions for Future Research (2013)Interpersonal Trust within Ne…The Interface of the Top Management Team and Middle Managers: A Process Model (2011)The Interface of the Top Mana…Why It Pays to Get Inside the Head of Your Opponent (2008)Why It Pays to Get Inside the…The Negotiation Dance: Time, Culture, and Behavioral Sequences in Negotiation (2005)The Negotiation Dance: Time, …Power Dynamics In Negotiation (2005)Power Dynamics In NegotiationConstraints and triggers: Situational mechanics of gender in negotiation. (2005)Constraints and triggers: Sit…Time pressure and closing of the mind in negotiation (2003)Time pressure and closing of …A dynamic model of top management team effectiveness: managing unstructured task streams (2003)A dynamic model of top manage…Battle of the sexes: Gender stereotype confirmation and reactance in negotiations. (2001)Battle of the sexes: Gender s…Unfixing the fixed pie: A motivated information-processing approach to integrative negotiation. (2000)Unfixing the fixed pie: A mot…Trust Expectations, Information Sharing, Climate of Trust, and Negotiation Effectiveness and Efficiency (1999)Trust Expectations, Informati…Psychological Barriers to Dispute Resolution (1995)Psychological Barriers to Dis…Positive und negative Koordination in Verhandlungssystemen (1993)Positive und negative Koordin…Negotiation Analysis: A Characterization and Review (1992)Negotiation Analysis: A Chara…TACTICAL BEHAVIOR AND NEGOTIATION OUTCOMES (1990)TACTICAL BEHAVIOR AND NEGOTIA…A Theory of Cognitive Dissonance (1957)Prospect Theory: An Analysis of Decision under Risk (1979)Prospect theory: An analysis of decision under risk (1988)Motivational Bases Of Information Processing and Strategy in Conflict and Negotiation (2003)The possessive self as a barrier to conflict resolution: Effects of mere ownership, process accountability, and self-concept clarity on competitive cognitions and behavior. 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(1978)The Constitution of Society. Outline of the Theory of Structuration (1984)Power, competitiveness, and advice taking: Why the powerful don’t listen (2011)Emotional and Behavioral Responses to Workplace Incivility and the Impact of Hierarchical Status (2012)Power: Past findings, present considerations, and future directions. (2014)Research in Organizational Behavior. (1986)Agency Theory: An Assessment and Review (1989)An Integrative Model Of Organizational Trust (1995)Functional Top Management Team Members (2011)The Effect of Family Business Professionalization as a Multidimensional Construct on Firm Performance (2013)Four decades of CEO–TMT interface research: A review inspired by role theory (2019)The measurement of psychological androgyny. (1974)Who goes to the bargaining table? The influence of gender and framing on the initiation of negotiation. (2007)Punishing female negotiators for asserting too much…or not enough: Exploring why advocacy moderates backlash against assertive female negotiators (2012)A meta-analysis on gender differences in negotiation outcomes and their moderators. (2014)
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  • 2008Why It Pays to Get Inside the Head of Your Opponent738 cited
  • 2001Battle of the sexes: Gender stereotype confirmation and reactance in negotiations.688 cited
  • 2005The Negotiation Dance: Time, Culture, and Behavioral Sequences in Negotiation490 cited
  • 2005Constraints and triggers: Situational mechanics of gender in negotiation.458 cited
  • 1995Psychological Barriers to Dispute Resolution389 cited
  • 1999Trust Expectations, Information Sharing, Climate of Trust, and Negotiation Effectiveness and Efficiency377 cited
  • 2003Time pressure and closing of the mind in negotiation370 cited
  • 1992Negotiation Analysis: A Characterization and Review366 cited
  • 2011The Interface of the Top Management Team and Middle Managers: A Process Model339 cited
  • 2005Power Dynamics In Negotiation308 cited
  • 2003A dynamic model of top management team effectiveness: managing unstructured task streams274 cited
  • 1990TACTICAL BEHAVIOR AND NEGOTIATION OUTCOMES260 cited
  • 1993Positive und negative Koordination in Verhandlungssystemen260 cited
  • 2000Unfixing the fixed pie: A motivated information-processing approach to integrative negotiation.258 cited

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  • 2017Proceedings of the 2017 Winter Simulation Conference251 cited
  • 2013Interpersonal Trust within Negotiations: Meta-Analytic Evidence, Critical Contingencies, and Directions for Future Research250 cited