SZodixStudyAcademic Library
ShelvesOpen access
Study · an open academic library·Metadata from OpenAlex (CC0)·Shelves·OpenAlex metadata, de-duplicated
Negotiation behavior and outcomes: Empirical evidence and theoretical issues.
16 references·16 citing·32 second hopsampled
Negotiation behavior and outcomes: Empirical evidence and theoretical issues. (1990)Negotiation behavior and outcomes: Empiri…Theory of games and economic behavior (2019)Theory of games and economic …Handbook of Social Psychology (2013)Handbook of Social PsychologyProspect theory: An analysis of decision under risk (1988)Prospect theory: An analysis …Human Inference: Strategies and Shortcomings of Social Judgment. (1983)Human Inference: Strategies a…Book Review Nisbett, R. , & Ross, L.Human inference: Strategies and shortcomings of social judgment.Englewood Cliffs, N.J.: Prentice-Hall, 1980. (1982)Book Review Nisbett, R. , & R…Downward comparison principles in social psychology. (1981)Downward comparison principle…A multidimensional approach to individual differences in empathy (1980)A multidimensional approach t…Self-schemata and processing information about the self. (1977)Self-schemata and processing …Judgment under Uncertainty: Heuristics and Biases (1975)Judgment under Uncertainty: H…Self-perception: An alternative interpretation of cognitive dissonance phenomena. (1967)Self-perception: An alternati…The Strategy of Conflict (1960)The Strategy of ConflictThe Social Psychology of Groups (1959)The Social Psychology of Grou…The Measurement of Meaning (1957)The Measurement of MeaningTwo-Person Cooperative Games (1953)Two-Person Cooperative GamesThe Bargaining Problem (1950)The Bargaining ProblemTheory of Games and Economic Behavior (1945)Theory of Games and Economic …The promise and perversity of perspective-taking in organizations (2015)The promise and perversity of…The functions and dysfunctions of hierarchy (2010)The functions and dysfunction…Reading your Counterpart: The Benefit of Emotion Recognition Accuracy for Effectiveness in Negotiation (2007)Reading your Counterpart: The…Power, Propensity to Negotiate, and Moving First in Competitive Interactions (2007)Power, Propensity to Negotiat…What do people value when they negotiate? Mapping the domain of subjective value in negotiation. (2006)What do people value when the…Constraints and triggers: Situational mechanics of gender in negotiation. (2005)Constraints and triggers: Sit…Motivational Bases Of Information Processing and Strategy in Conflict and Negotiation (2003)Motivational Bases Of Informa…Negotiation (2000)NegotiationHow Emotions Work: The Social Functions of Emotional Expression in Negotiations (2000)How Emotions Work: The Social…Friends in High Places: The Effects of Social Networks on Discrimination in Salary Negotiations (2000)Friends in High Places: The E…On feeling good and getting your way: Mood effects on negotiator cognition and bargaining strategies. (1998)On feeling good and getting y…Bargainer characteristics in distributive and integrative negotiation. (1998)Bargainer characteristics in …The Influence of Anger and Compassion on Negotiation Performance (1997)The Influence of Anger and Co…The Impact of Social Value Orientations on Negotiator Cognition and Behavior (1995)The Impact of Social Value Or…Explorations of Negotiation Behaviors in Ten Foreign Cultures Using a Model Developed in the United States (1994)Explorations of Negotiation B…Information exchange in negotiation (1991)Information exchange in negot…Subjective probability: A judgment of representativeness (1972)Availability: A heuristic for judging frequency and probability (1973)On the psychology of prediction. (1973)The Framing of Decisions and the Psychology of Choice (1981)Advances in prospect theory: Cumulative representation of uncertainty (1992)Risk, Ambiguity, and the Savage Axioms (1961)Exploration and Exploitation in Organizational Learning (1991)Explicating dynamic capabilities: the nature and microfoundations of (sustainable) enterprise performance (2007)The Principles of Psychology (1855)Measuring individual differences in empathy: Evidence for a multidimensional approach. (1983)High Self‐Control Predicts Good Adjustment, Less Pathology, Better Grades, and Interpersonal Success (2004)How Does Mindfulness Meditation Work? Proposing Mechanisms of Action From a Conceptual and Neural Perspective (2011)Mind, Self, and Society (2015)Stereotypes and prejudice: Their automatic and controlled components. (1989)Implicit social cognition: Attitudes, self-esteem, and stereotypes. (1995)Role congruity theory of prejudice toward female leaders. (2002)FOUNDATION FOR A GENERAL STRAIN THEORY OF CRIME AND DELINQUENCY* (1992)Why should i share? examining social capital and knowledge contribution in electronic networks of practice (2005)Social Exchange Theory (2006)Illusion and well-being: A social psychological perspective on mental health. (1988)Teachers' Beliefs and Educational Research: Cleaning up a Messy Construct (1992)Incentive Compatibility and the Bargaining Problem (1979)THE JOINT‐DECISION TRAP: LESSONS FROM GERMAN FEDERALISM AND EUROPEAN INTEGRATION (1988)Covenants with and without a Sword: Self-Governance Is Possible (1992)Strategic Information Transmission (1982)Diplomacy and domestic politics: the logic of two-level games (1988)Beyond Markets and States: Polycentric Governance of Complex Economic Systems (2010)Attitudinal effects of mere exposure. (1968)Measuring emotion: The self-assessment manikin and the semantic differential (1994)A model of (often mixed) stereotype content: Competence and warmth respectively follow from perceived status and competition. (2002)Toward a positive theory of consumer choice (1980)Non-cooperative games (1989)
this work references cited by second hop· second hop is a sample of the most-cited connections

References

  • 1988Prospect theory: An analysis of decision under risk32,475 cited
  • 1975Judgment under Uncertainty: Heuristics and Biases22,647 cited
  • 2019Theory of games and economic behavior16,630 cited
  • 1957The Measurement of Meaning9,430 cited
  • 1950The Bargaining Problem8,031 cited
  • 1960The Strategy of Conflict7,683 cited
  • 2013Handbook of Social Psychology7,486 cited
  • 1959The Social Psychology of Groups5,898 cited
  • 1980A multidimensional approach to individual differences in empathy4,712 cited
  • 1983Human Inference: Strategies and Shortcomings of Social Judgment.4,196 cited
  • 1945Theory of Games and Economic Behavior4,006 cited
  • 1977Self-schemata and processing information about the self.3,909 cited
  • 1953Two-Person Cooperative Games3,219 cited
  • 1967Self-perception: An alternative interpretation of cognitive dissonance phenomena.2,958 cited
  • 1982Book Review Nisbett, R. , & Ross, L.Human inference: Strategies and shortcomings of social judgment.Englewood Cliffs, N.J.: Prentice-Hall, 1980.2,816 cited
  • 1981Downward comparison principles in social psychology.

Only edges whose both ends are imported exist here. Widen the year window, or show the whole map. Back to the work

2,704 cited

Cited by

  • 2000Negotiation649 cited
  • 2006What do people value when they negotiate? Mapping the domain of subjective value in negotiation.507 cited
  • 1998On feeling good and getting your way: Mood effects on negotiator cognition and bargaining strategies.492 cited
  • 2007Power, Propensity to Negotiate, and Moving First in Competitive Interactions474 cited
  • 2005Constraints and triggers: Situational mechanics of gender in negotiation.458 cited
  • 2000How Emotions Work: The Social Functions of Emotional Expression in Negotiations448 cited
  • 1991Information exchange in negotiation431 cited
  • 1997The Influence of Anger and Compassion on Negotiation Performance428 cited
  • 1998Bargainer characteristics in distributive and integrative negotiation.404 cited
  • 2010The functions and dysfunctions of hierarchy395 cited
  • 2007Reading your Counterpart: The Benefit of Emotion Recognition Accuracy for Effectiveness in Negotiation308 cited
  • 2000Friends in High Places: The Effects of Social Networks on Discrimination in Salary Negotiations303 cited
  • 1995The Impact of Social Value Orientations on Negotiator Cognition and Behavior297 cited
  • 2003Motivational Bases Of Information Processing and Strategy in Conflict and Negotiation284 cited
  • 1994Explorations of Negotiation Behaviors in Ten Foreign Cultures Using a Model Developed in the United States279 cited
  • 2015The promise and perversity of perspective-taking in organizations259 cited