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Negotiator cognitions: A descriptive approach to negotiators' understanding of their opponents
16 references·0 citing·41 second hop
Negotiator cognitions: A descriptive approach to negotiators' understanding of their opponents (1988)Negotiator cognitions: A descriptive appr…Research in experimental economics (2013)Research in experimental econ…Economic Theory of Choice and the Preference Reversal Phenomenon (2006)Economic Theory of Choice and…THE EFFECTS OF FRAMING AND NEGOTIATOR OVERCONFIDENCE ON BARGAINING BEHAVIORS AND OUTCOMES. (1985)THE EFFECTS OF FRAMING AND NE…Integrative bargaining in a competitive market (1985)Integrative bargaining in a c…The Role of Perspective-Taking Ability in Negotiating under Different Forms of Arbitration (1983)The Role of Perspective-Takin…Negotiating in Organizations (1983)Negotiating in OrganizationsJudgment under uncertainty: Heuristics and biases (1982)Judgment under uncertainty: H…The Escalation of Commitment To a Course of Action (1981)The Escalation of Commitment …A multidimensional approach to individual differences in empathy (1980)A multidimensional approach t…Linear regression and process-tracing models of judgment. (1979)Linear regression and process…Telling more than we can know: Verbal reports on mental processes. (1977)Telling more than we can know…Knee-deep in the big muddy: a study of escalating commitment to a chosen course of action (1976)Knee-deep in the big muddy: a…Judgment under Uncertainty: Heuristics and Biases (1975)Judgment under Uncertainty: H…Judgment under Uncertainty: Heuristics and Biases (1974)Judgment under Uncertainty: H…Toward a cognitive social learning reconceptualization of personality. (1973)Toward a cognitive social lea…The Bargaining Problem (1950)The Bargaining ProblemCrime and Punishment: An Economic Approach (1968)Elimination by aspects: A theory of choice. (1972)Norm theory: Comparing reality to its alternatives. (1986)Prospect theory: An analysis of decision under risk (1988)How to make a decision: The analytic hierarchy process (1990)Investor Psychology and Asset Pricing (2001)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)A Theory of Social Comparison Processes (1954)Personality and Assessment (1968)The Intuitive Psychologist And His Shortcomings: Distortions in the Attribution Process (1977)Social Learning Theory. (1978)The proactive component of organizational behavior: A measure and correlates (1993)Human Aggression (2002)The Presentation of Self in Everyday Life. (1956)A Theory of Cognitive Dissonance (1957)The psychology of sunk cost (1985)Judgment in Managerial Decision Making (1986)Self-Regulation Failure: An Overview (1996)A Theory of Cognitive Dissonance (2017)Personal Knowledge: Towards a Post-Critical Philosophy (1959)Development of NASA-TLX (Task Load Index): Results of Empirical and Theoretical Research (1988)Toward a Theory of Situation Awareness in Dynamic Systems (1995)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)The Investment Model Scale: Measuring commitment level, satisfaction level, quality of alternatives, and investment size (1998)Artificial Intelligence and Management: The Automation–Augmentation Paradox (2021)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)The Elaboration Likelihood Model of Persuasion (1986)Ethical Decision Making by Individuals in Organizations: An Issue-Contingent Model (1991)Differences between entrepreneurs and managers in large organizations: Biases and heuristics in strategic decision-making (1997)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)Epistemic Injustice (2007)
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References

  • 1974Judgment under Uncertainty: Heuristics and Biases28,742 cited
  • 1975Judgment under Uncertainty: Heuristics and Biases22,647 cited
  • 1977Telling more than we can know: Verbal reports on mental processes.11,315 cited
  • 1950The Bargaining Problem8,031 cited
  • 1980A multidimensional approach to individual differences in empathy4,712 cited
  • 1982Judgment under uncertainty: Heuristics and biases3,643 cited
  • 1973Toward a cognitive social learning reconceptualization of personality.3,181 cited
  • 1976Knee-deep in the big muddy: a study of escalating commitment to a chosen course of action2,065 cited
  • 1981The Escalation of Commitment To a Course of Action1,692 cited
  • 2006Economic Theory of Choice and the Preference Reversal Phenomenon1,173 cited
  • 1983Negotiating in Organizations569 cited
  • 1985THE EFFECTS OF FRAMING AND NEGOTIATOR OVERCONFIDENCE ON BARGAINING BEHAVIORS AND OUTCOMES.503 cited
  • 2013Research in experimental economics424 cited
  • 1985Integrative bargaining in a competitive market419 cited
  • 1979Linear regression and process-tracing models of judgment.397 cited
  • 1983

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The Role of Perspective-Taking Ability in Negotiating under Different Forms of Arbitration
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