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

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References

1963An Alternative to War or Surrender524 cited
1963The Strategy of Conflict346 cited
1960Bargaining and group decision making318 cited
1965How Nations Negotiate230 cited
1967Opening offer and frequency of concession as bargaining strategies.155 cited
1976How Nations Negotiate155 cited
1969The effect of time pressure, time elapsed, and the opponent's concession rate on behavior in negotiation153 cited
1968The effects of information and magnitude of initial offer on interpersonal negotiation131 cited
1966Reward and score feedback as determinants of cooperative and competitive game behavior.86 cited

Cited by

2007Shared Cognition as a Product of, and Precursor to, Shared Identity in Negotiations119 cited
1982Matching and mismatching: The effect of own limit, other's toughness, and time pressure on concession rate in negotiation.118 cited

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