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Negotiator Judgment
16 references·9 citing·35 second hop
Negotiator Judgment (1983)Negotiator JudgmentA Behavioral Theory of Labor Negotiations: An Analysis of a Social Interaction System. (1992)A Behavioral Theory of Labor …Prospect theory: An analysis of decision under risk (1988)Prospect theory: An analysis …Research in Organizational Behavior. (1986)Research in Organizational Be…The Art and Science of Negotiation. (1984)The Art and Science of Negoti…The Role of Perspective-Taking Ability in Negotiating under Different Forms of Arbitration (1983)The Role of Perspective-Takin…The Art & Science of Negotiation (1983)The Art & Science of Negotiat…Negotiating in Organizations (1983)Negotiating in OrganizationsImproving negotiation effectiveness under final offer arbitration: The role of selection and training. (1982)Improving negotiation effecti…The Framing of Decisions and the Psychology of Choice (1981)The Framing of Decisions and …The Escalation of Commitment To a Course of Action (1981)The Escalation of Commitment …Getting to Yes (1981)Getting to YesProspect Theory: An Analysis of Decision under Risk (1979)Prospect Theory: An Analysis …Decision Making and Change in Human Affairs (1977)Decision Making and Change in…Knee-deep in the big muddy: a study of escalating commitment to a chosen course of action (1976)Knee-deep in the big muddy: a…Judgment under Uncertainty: Heuristics and Biases (1974)Judgment under Uncertainty: H…Dynamic Administration: The Collected Papers of Mary Parker Follett (1943)Dynamic Administration: The C…The politics of zero-sum thinking: The relationship between political ideology and the belief that life is a zero-sum game (2019)The politics of zero-sum thin…The Effect of Rankings on Judgment and Behaviour (2013)The Effect of Rankings on Jud…Efficiency versus fairness: The evaluation of labor market policies by economists and laypeople (2009)Efficiency versus fairness: T…Reframing practices in moral conflict: interaction problems in the negotiation standoff at Waco (2007)Reframing practices in moral …Gains and losses in the eyes of the beholder: a comparative study of foreign policy decision making under risk (2006)Gains and losses in the eyes …Manipulating Consumer Price Expectations for a 10K Road Race (2003)Manipulating Consumer Price E…Satisficing Equilibria: A Non-Classical Theory of Games and Decisions (2002)Satisficing Equilibria: A Non…PRODUCTIVE CONFLICT: NEGOTIATION AS IMPLICIT COORDINATION (1994)PRODUCTIVE CONFLICT: NEGOTIAT…An evaluation of dependent variables in experimental negotiation studies: Impasse rates and pareto efficiency (1992)An evaluation of dependent va…The Presentation of Self in Everyday Life. (1956)A Theory of Cognitive Dissonance (1957)The psychology of sunk cost (1985)Judgment in Managerial Decision Making (1986)Self-Regulation Failure: An Overview (1996)A Theory of Cognitive Dissonance (2017)Risk, Ambiguity, and the Savage Axioms (1961)Judgment under Uncertainty: Heuristics and Biases (1975)Exploration and Exploitation in Organizational Learning (1991)Explicating dynamic capabilities: the nature and microfoundations of (sustainable) enterprise performance (2007)Theory of games and economic behavior (2019)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)The Investment Model Scale: Measuring commitment level, satisfaction level, quality of alternatives, and investment size (1998)Artificial Intelligence and Management: The Automation–Augmentation Paradox (2021)Subjective probability: A judgment of representativeness (1972)Availability: A heuristic for judging frequency and probability (1973)On the psychology of prediction. (1973)Development of NASA-TLX (Task Load Index): Results of Empirical and Theoretical Research (1988)Epistemic Injustice (2007)Influence of social motives on integrative negotiation: A meta-analytic review and test of two theories. (2000)TOWARD A THEORY OF MANAGING ORGANIZATIONAL CONFLICT (2002)INTRAGROUP CONFLICT IN ORGANIZATIONS: A CONTINGENCY PERSPECTIVE ON THE CONFLICT-OUTCOME RELATIONSHIP (2003)Perception of Risk (1987)Toward a Theory of Situation Awareness in Dynamic Systems (1995)Framing Processes and Social Movements: An Overview and Assessment (2000)Diplomacy and domestic politics: the logic of two-level games (1988)Taking Preferences Seriously: A Liberal Theory of International Politics (1997)An Integrative Framework for Collaborative Governance (2011)Negotiation arithmetic: adding and subtracting issues and parties (1983)THE EFFECTS OF FRAMING AND NEGOTIATOR OVERCONFIDENCE ON BARGAINING BEHAVIORS AND OUTCOMES. (1985)In the Shadow of Law or Power? Consensus-Based Bargaining and Outcomes in the GATT/WTO (2002)Advances in prospect theory: Cumulative representation of uncertainty (1992)Self-Reports in Organizational Research: Problems and Prospects (1986)Managing Legitimacy: Strategic and Institutional Approaches (1995)Toward a knowledge‐based theory of the firm (1996)
this work references cited by second hop

References

  • 1979Prospect Theory: An Analysis of Decision under Risk48,459 cited
  • 1988Prospect theory: An analysis of decision under risk32,475 cited
  • 1974Judgment under Uncertainty: Heuristics and Biases28,742 cited
  • 1981The Framing of Decisions and the Psychology of Choice17,834 cited
  • 1986Research in Organizational Behavior.10,897 cited
  • 1984The Art and Science of Negotiation.2,453 cited
  • 1976Knee-deep in the big muddy: a study of escalating commitment to a chosen course of action2,065 cited
  • 1981The Escalation of Commitment To a Course of Action1,692 cited
  • 1981Getting to Yes1,187 cited
  • 1992A Behavioral Theory of Labor Negotiations: An Analysis of a Social Interaction System.762 cited
  • 1983Negotiating in Organizations569 cited
  • 1943Dynamic Administration: The Collected Papers of Mary Parker Follett446 cited
  • 1983The Art & Science of Negotiation420 cited
  • 1983The Role of Perspective-Taking Ability in Negotiating under Different Forms of Arbitration362 cited
  • 1982Improving negotiation effectiveness under final offer arbitration: The role of selection and training.220 cited

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1977
Decision Making and Change in Human Affairs
219 cited

Cited by

  • 1992An evaluation of dependent variables in experimental negotiation studies: Impasse rates and pareto efficiency174 cited
  • 1994PRODUCTIVE CONFLICT: NEGOTIATION AS IMPLICIT COORDINATION158 cited
  • 2019The politics of zero-sum thinking: The relationship between political ideology and the belief that life is a zero-sum game138 cited
  • 2009Efficiency versus fairness: The evaluation of labor market policies by economists and laypeople67 cited
  • 2002Satisficing Equilibria: A Non-Classical Theory of Games and Decisions50 cited
  • 2007Reframing practices in moral conflict: interaction problems in the negotiation standoff at Waco26 cited
  • 2003Manipulating Consumer Price Expectations for a 10K Road Race16 cited
  • 2013The Effect of Rankings on Judgment and Behaviour0 cited
  • 2006Gains and losses in the eyes of the beholder: a comparative study of foreign policy decision making under risk0 cited