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Effects of extremity of offers and concession rate on the outcomes of bargaining. · Study

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ArticleEffects of extremity of offers and concession rate on the outcomes of bargaining.

Alan A. Benton1972

Article1972

Effects of extremity of offers and concession rate on the outcomes of bargaining.

Alan A. Benton · Harold H. Kelley · Barry A. Liebling

126 citations·0/0 files stored·Journal of Personality and Social Psychology

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

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References

1963An Alternative to War or Surrender 1963The Strategy of Conflict 1960Bargaining and group decision making 1965How Nations Negotiate 1967Opening offer and frequency of concession as bargaining strategies.1976How Nations Negotiate 1969The effect of time pressure, time elapsed, and the opponent's concession rate on behavior in negotiation 1968The effects of information and magnitude of initial offer on interpersonal negotiation

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Papers that cite the same references — the relational fallback while embeddings are still backfilling.

1979Influence Strategies, Success, and Wararticle · 4 shared references 1974Effects of situational variables and opponent concessions on a bargainer's perception, aspirations, and concessions.article · 3 shared references 2016Social-Psychological Dimensions of International Conflict (2007)chapter · 2 shared references 1967Opening offer and frequency of concession as bargaining strategies.article · 2 shared references 1971Effects of programmed strategies on cooperation in the Prisoner's Dilemma and other mixed-motive gamesarticle · 2 shared references 1970Mediation as an aid to face saving in negotiation.article · 2 shared references

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Year1972

Typearticle

Published1972-10-01

VenueJournal of Personality and Social Psychology

ISSN-L0022-3514

Languageen

Citations126

Files0 public / 0

ShelfConflict Management and Negotiation

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doi10.1037/h0033368

openalex_workW2001128206

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