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Effects of cognitive heuristics and goals on negotiator performance and subsequent goal setting
16 references·6 citing·24 second hop
Effects of cognitive heuristics and goals on negotiator performance and subsequent goal setting (1986)Effects of cognitive heuristics and goals…Judgment Under Uncertainty: Heuristics and Biases. (1984)Judgment Under Uncertainty: H…Self-efficacy mechanism in human agency. (1982)Self-efficacy mechanism in hu…Judgment under uncertainty: Heuristics and biases (1982)Judgment under uncertainty: H…The Framing of Decisions and the Psychology of Choice (1981)The Framing of Decisions and …Goal setting and task performance: 1969–1980. (1981)Goal setting and task perform…Cultivating competence, self-efficacy, and intrinsic interest through proximal self-motivation. (1981)Cultivating competence, self-…Behavioral Decision Theory: Processes of Judgement and Choice (1981)Behavioral Decision Theory: P…Toward a positive theory of consumer choice (1980)Toward a positive theory of c…Self-efficacy: Toward a unifying theory of behavioral change. (1977)Self-efficacy: Toward a unify…Self-efficacy: Toward a unifying theory of behavioral change. (1977)Self-efficacy: Toward a unify…Behavioral Decision Theory (1977)Behavioral Decision TheoryJudgment under Uncertainty: Heuristics and Biases (1975)Judgment under Uncertainty: H…Judgment under Uncertainty: Heuristics and Biases (1974)Judgment under Uncertainty: H…On the psychology of prediction. (1973)On the psychology of predicti…Availability: A heuristic for judging frequency and probability (1973)Availability: A heuristic for…Belief in the law of small numbers. (1971)Belief in the law of small nu…On the role of personality, cognitive ability, and emotional intelligence in predicting negotiation outcomes (2013)On the role of personality, c…Preisverhandlungen (2004)PreisverhandlungenThe effects of behavioural outcome goals, learning goals, and urging people to do their best on an individual's teamwork behaviour in a group problem-solving task. (2002)The effects of behavioural ou…The Dissatisfaction of Having Your First Offer Accepted: The Role of Counterfactual Thinking in Negotiations (2002)The Dissatisfaction of Having…Negotiator cognition and rationality: A behavioral decision theory perspective (1992)Negotiator cognition and rati…Interaction Goals in Negotiation (1990)Interaction Goals in Negotiat…Subjective probability: A judgment of representativeness (1972)Advances in prospect theory: Cumulative representation of uncertainty (1992)Cognitive Therapy and the Emotional Disorders (1975)Self-efficacy: Toward a unifying theory of behavioral change (1978)Social Learning Theory. (1978)Perceived Usefulness, Perceived Ease of Use, and User Acceptance of Information Technology (1989)User Acceptance of Computer Technology: A Comparison of Two Theoretical Models (1989)The theory of planned behavior (1991)Prospect Theory: An Analysis of Decision under Risk (1979)Prospect theory: An analysis of decision under risk (1988)Loss Aversion in Riskless Choice: A Reference-Dependent Model (1991)Construal-level theory of psychological distance. (2010)Generalized expectancies for internal versus external control of reinforcement. (1966)From Intentions to Actions: A Theory of Planned Behavior (1985)Universals in the Content and Structure of Values: Theoretical Advances and Empirical Tests in 20 Countries (1992)The "What" and "Why" of Goal Pursuits: Human Needs and the Self-Determination of Behavior (2000)Telling more than we can know: Verbal reports on mental processes. (1977)Perception of Risk (1987)Toward a Theory of Situation Awareness in Dynamic Systems (1995)Framing Processes and Social Movements: An Overview and Assessment (2000)Those Who Understand: Knowledge Growth in Teaching (1986)The weirdest people in the world? (2010)Development of NASA-TLX (Task Load Index): Results of Empirical and Theoretical Research (1988)Epistemic Injustice (2007)
this work references cited by second hop

References

  • 1977Self-efficacy: Toward a unifying theory of behavioral change.43,875 cited
  • 1977Self-efficacy: Toward a unifying theory of behavioral change.35,363 cited
  • 1974Judgment under Uncertainty: Heuristics and Biases28,742 cited
  • 1975Judgment under Uncertainty: Heuristics and Biases22,647 cited
  • 1981The Framing of Decisions and the Psychology of Choice17,834 cited
  • 1982Self-efficacy mechanism in human agency.15,974 cited
  • 1973Availability: A heuristic for judging frequency and probability9,980 cited
  • 1973On the psychology of prediction.6,201 cited
  • 1984Judgment Under Uncertainty: Heuristics and Biases.5,656 cited
  • 1980Toward a positive theory of consumer choice5,574 cited
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  • 1971Belief in the law of small numbers.3,244 cited
  • 1981Cultivating competence, self-efficacy, and intrinsic interest through proximal self-motivation.2,673 cited
  • 1981Goal setting and task performance: 1969–1980.2,451 cited
  • 1977Behavioral Decision Theory1,731 cited
  • 1981Behavioral Decision Theory: Processes of Judgement and Choice

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Cited by

  • 1990Interaction Goals in Negotiation157 cited
  • 2002The Dissatisfaction of Having Your First Offer Accepted: The Role of Counterfactual Thinking in Negotiations147 cited
  • 2013On the role of personality, cognitive ability, and emotional intelligence in predicting negotiation outcomes136 cited
  • 1992Negotiator cognition and rationality: A behavioral decision theory perspective129 cited
  • 2002The effects of behavioural outcome goals, learning goals, and urging people to do their best on an individual's teamwork behaviour in a group problem-solving task.67 cited
  • 2004Preisverhandlungen12 cited