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The Impact of Social Value Orientations on Negotiator Cognition and Behavior

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References

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430 cited

1988Role of interdependence structure, individual value orientation, and another's strategy in social decision making: A transformational analysis.376 cited

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1998Social motives and trust in integrative negotiation: The disruptive effects of punitive capability.215 cited
2007Implicit negotiation beliefs and performance: Experimental and longitudinal evidence.213 cited
1998Share and Share Alike or Winner Take All?: The Influence of Social Value Orientation upon Choice and Recall of Negotiation Heuristics209 cited
1997A Nasty but Effective Negotiation Strategy: Misrepresentation of a Common-Value Issue202 cited
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