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The Role of Negotiator Aspirations and Settlement Expectancies in Bargaining Outcomes
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  • 2005Constraints and triggers: Situational mechanics of gender in negotiation.487 cited
  • 2002Goal Setting and Negotiation Performance: A Meta-Analysis109 cited
  • 2004Unilateral Concessions From the Other Party: Concession Behavior, Attributions, and Negotiation Judgments.96 cited
  • 2015Focal points and bargaining in housing markets56 cited
  • 2004The role of cultural orientation in bargaining under incomplete information: Differences in causal attributions43 cited
  • 2007Bargaining with Reference Dependent Preferences33 cited
  • 2019The technology bias in entrepreneur-investor negotiations16 cited
  • 2015Concession, Contention, and Accountability in Auditor-Client Negotiations16 cited
  • 2021Bargaining power as moderator of the “delay costs effect” in supply chain negotiations13 cited
  • 2021Absolute Versus Relative Success: Why Overconfidence Creates an Inefficient Equilibrium12 cited
  • 2012How Good Are You at Getting a Lower Price? A Field Study of the US Automobile Market8 cited
  • 2019Overconfidence as an interpersonal strategy0 cited

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