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The framing of negotiations: Contextual versus task frames · Study

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ArticleThe framing of negotiations: Contextual versus task frames

Margaret A. Neale1987

Article1987

The framing of negotiations: Contextual versus task frames

Margaret A. Neale · Vandra L. Huber · Gregory B. Northcraft

203 citations·0/0 files stored·Organizational Behavior and Human Decision Processes

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Conflict Management and Negotiation Decision-Making and Behavioral Economics Experimental Behavioral Economics Studies

Abstract

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Citations in this library

Stored only when both papers are in the corpus — 203 citations exist upstream.

References

1979Prospect Theory: An Analysis of Decision under Risk 1988Prospect theory: An analysis of decision under risk 1981The Framing of Decisions and the Psychology of Choice 1980Toward a positive theory of consumer choice 1985The psychology of sunk cost 2015Cognitive Processes in Stereotyping and Intergroup Behavior 1957The Role-Set: Problems in Sociological Theory 2022Schematic Bases of Social Information Processing

Cited by

1990An examination of naive and experienced negotiators.2005Perceived Relative Power and its Influence on Negotiations 1992An evaluation of dependent variables in experimental negotiation studies: Impasse rates and pareto efficiency 2007Positive affect and decision frame in negotiation 1996Communicative Framing Theory in Conflict Resolution 1990Interaction Goals in Negotiation 2013A literature review of cognitive biases in negotiation processes 2010The Effects of Aggregation and Timing on Budgeting: An Experiment

Details

Year1987

Typearticle

Published1987-04-01

VenueOrganizational Behavior and Human Decision Processes

ISSN-L0749-5978

Languageen

Citations203

Files0 public / 0

ShelfConflict Management and Negotiation

Identifiers

doi10.1016/0749-5978(87)90039-2

openalex_workW1990993922

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