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Cynicism in Negotiation: When Communication Increases Buyers’ Skepticism
16 references·0 citing·44 second hop
Cynicism in Negotiation: When Communication Increases Buyers’ Skepticism (2010)Cynicism in Negotiation: When Communicati…Why It Pays to Get Inside the Head of Your Opponent (2008)Why It Pays to Get Inside the…z-Tree: Zurich toolbox for ready-made economic experiments (2007)z-Tree: Zurich toolbox for re…The Defensive Consumer: Advertising Deception, Defensive Processing, and Distrust (2007)The Defensive Consumer: Adver…When perspective taking increases taking: Reactive egoism in social interaction. (2006)When perspective taking incre…Trust, risk and betrayal (2004)Trust, risk and betrayalFirst offers as anchors: The role of perspective-taking and negotiator focus. (2001)First offers as anchors: The …Cheap Talk (1996)Cheap TalkTrust, Reciprocity, and Social History (1995)Trust, Reciprocity, and Socia…The Persuasion Knowledge Model: How People Cope with Persuasion Attempts (1994)The Persuasion Knowledge Mode…Barriers to Conflict Resolution (1991)Barriers to Conflict Resoluti…The market for “lemons”: quality uncertainty and the market mechanism (1984)The market for “lemons”: qual…Measuring individual differences in empathy: Evidence for a multidimensional approach. (1983)Measuring individual differen…Efficient mechanisms for bilateral trading (1983)Efficient mechanisms for bila…Strategic Information Transmission (1982)Strategic Information Transmi…Behavior, communication, and assumptions about other people's behavior in a commons dilemma situation. (1977)Behavior, communication, and …The Market for "Lemons": Quality Uncertainty and the Market Mechanism (1970)The Market for "Lemons": Qual…The Psychology of Interpersonal Relations. (1958)The Elaboration Likelihood Model of Persuasion (1986)Culture and the Self: Implications for Cognition, Emotion, and Motivation (1991)ATTITUDES AND ATTITUDE CHANGE (1997)Networked Narratives: UnderstandingWord-of-Mouth Marketing in Online Communities (2014)Marketing through Instagram influencers: the impact of number of followers and product divergence on brand attitude (2017)A multidimensional approach to individual differences in empathy (1980)The revised UCLA Loneliness Scale: Concurrent and discriminant validity evidence. (1980)Social dominance orientation: A personality variable predicting social and political attitudes. (1994)High Self‐Control Predicts Good Adjustment, Less Pathology, Better Grades, and Interpersonal Success (2004)The Functional Architecture of Human Empathy (2004)Mind, Self, and Society (2015)COUNTERSPECULATION, AUCTIONS, AND COMPETITIVE SEALED TENDERS (1961)Optimal Auction Design (1981)Rationalist explanations for war (1995)Employment Fluctuations with Equilibrium Wage Stickiness (2005)Multiagent systems: algorithmic, game-theoretic, and logical foundations (2009)Games and Decisions: Introduction and Critical Survey. (1958)Statistical principles in experimental design. (1962)In-group bias in the minimal intergroup situation: A cognitive-motivational analysis. (1979)Collective Action and the Evolution of Social Norms (2000)Knowledge-Sharing Dilemmas (2002)The Strategy of Conflict (1960)Job Market Signaling (1973)Signaling Games and Stable Equilibria (1987)Herd Behavior and Investment (1988)Domestic Political Audiences and the Escalation of International Disputes (1994)Sequential Equilibria (1982)Rationalizable Strategic Behavior and the Problem of Perfection (1984)“Let's Argue!”: Communicative Action in World Politics (2000)A Behavioral Approach to the Rational Choice Theory of Collective Action Presidential Address, American political Science Association, 1997 (2010)Social Media and the Decision to Participate in Political Protest: Observations From Tahrir Square (2012)The Role of the State in Financial Markets (1993)Understanding Financial Crises: A Developing Country Perspective (1996)Social Media Brand Community and Consumer Behavior: Quantifying the Relative Impact of User- and Marketer-Generated Content (2012)A Theory of Fairness, Competition, and Cooperation (1999)ERC: A Theory of Equity, Reciprocity, and Competition (2000)Gender Differences in Preferences (2009)Are people conditionally cooperative? Evidence from a public goods experiment (2001)Altruistic punishment in humans (2002)Do Women Shy Away From Competition? Do Men Compete Too Much? (2007)The Evolution of Cooperation (1981)Corporate financing and investment decisions when firms have information that investors do not have (1984)The Resource-Based Theory of Competitive Advantage: Implications for Strategy Formulation (1991)
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References

  • 1970The Market for "Lemons": Quality Uncertainty and the Market Mechanism22,977 cited
  • 1983Measuring individual differences in empathy: Evidence for a multidimensional approach.10,260 cited
  • 2007z-Tree: Zurich toolbox for ready-made economic experiments9,517 cited
  • 1995Trust, Reciprocity, and Social History5,547 cited
  • 1982Strategic Information Transmission4,289 cited
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  • 1983Efficient mechanisms for bilateral trading2,512 cited
  • 1984The market for “lemons”: quality uncertainty and the market mechanism2,323 cited
  • 1977Behavior, communication, and assumptions about other people's behavior in a commons dilemma situation.1,044 cited
  • 1996Cheap Talk1,015 cited
  • 2001First offers as anchors: The role of perspective-taking and negotiator focus.836 cited
  • 2004Trust, risk and betrayal789 cited
  • 2008Why It Pays to Get Inside the Head of Your Opponent738 cited
  • 1991Barriers to Conflict Resolution636 cited
  • 2007The Defensive Consumer: Advertising Deception, Defensive Processing, and Distrust609 cited

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2006
When perspective taking increases taking: Reactive egoism in social interaction.
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