SZodixStudyAcademic Library
ShelvesOpen access
Study · an open academic library·Metadata from OpenAlex (CC0)·Shelves·OpenAlex metadata, de-duplicated
Information exchange in negotiation
10 references·16 citing·35 second hop
Information exchange in negotiation (1991)Information exchange in negotiationSocial perception in negotiation (1990)Social perception in negotiat…Negotiation behavior and outcomes: Empirical evidence and theoretical issues. (1990)Negotiation behavior and outc…Social Conflict: Escalation, Stalemate, and Settlement (1987)Social Conflict: Escalation, …Social Conflict: Escalation, Stalemate, and Settlement (1986)Social Conflict: Escalation, …The Art and Science of Negotiation. (1984)The Art and Science of Negoti…The art and science of negotiation (1983)The art and science of negoti…Negotiating in Organizations (1983)Negotiating in OrganizationsDevelopment of integrative solutions in bilateral negotiation. (1975)Development of integrative so…A Behavioral Theory of Labor Relations. (1966)A Behavioral Theory of Labor …The Social Psychology of Groups (1959)The Social Psychology of Grou…A meta-analysis on gender differences in negotiation outcomes and their moderators. (2014)A meta-analysis on gender dif…Interpersonal Trust within Negotiations: Meta-Analytic Evidence, Critical Contingencies, and Directions for Future Research (2013)Interpersonal Trust within Ne…Status Conflict in Groups (2011)Status Conflict in GroupsReading your Counterpart: The Benefit of Emotion Recognition Accuracy for Effectiveness in Negotiation (2007)Reading your Counterpart: The…Chameleons bake bigger pies and take bigger pieces: Strategic behavioral mimicry facilitates negotiation outcomes (2007)Chameleons bake bigger pies a…GENDER STEREOTYPES AND NEGOTIATION PERFORMANCE: AN EXAMINATION OF THEORY AND RESEARCH (2004)GENDER STEREOTYPES AND NEGOTI…Time pressure and closing of the mind in negotiation (2003)Time pressure and closing of …The influence of power on the information search, impression formation, and demands in negotiation (2003)The influence of power on the…Motivational Bases Of Information Processing and Strategy in Conflict and Negotiation (2003)Motivational Bases Of Informa…Tough guys finish last: the perils of a distributive reputation (2002)Tough guys finish last: the p…Unfixing the fixed pie: A motivated information-processing approach to integrative negotiation. (2000)Unfixing the fixed pie: A mot…Friends in High Places: The Effects of Social Networks on Discrimination in Salary Negotiations (2000)Friends in High Places: The E…Trust Expectations, Information Sharing, Climate of Trust, and Negotiation Effectiveness and Efficiency (1999)Trust Expectations, Informati…BREAKING THE BONDS OF RECIPROCITY IN NEGOTIATIONS. (1998)BREAKING THE BONDS OF RECIPRO…The Influence of Anger and Compassion on Negotiation Performance (1997)The Influence of Anger and Co…Psychological Barriers to Dispute Resolution (1995)Psychological Barriers to Dis…Exchange and Power in Social Life. (1965)Qualitative Data Analysis: An Expanded Sourcebook (1994)Conflict in Small Groups: The Meaning and Consequences of Process Conflict (2010)The functions and dysfunctions of hierarchy (2010)Perspectives on Power in Organizations (2014)Exchange and Power in Social Life (2017)Forming impressions of personality. (1946)A Coefficient of Agreement for Nominal Scales (1960)FORMING IMPRESSIONS OF PERSONALITY (1961)Negotiation (2000)Judgment under Uncertainty: Heuristics and Biases (1975)Prospect theory: An analysis of decision under risk (1988)On feeling good and getting your way: Mood effects on negotiator cognition and bargaining strategies. (1998)Theory of games and economic behavior (2019)Experimental Social Psychology (1934)A Behavioral Theory of Labor Negotiations. (1966)The resolution of conflict;: Constructive and destructive processes (1973)Conflict Resolution Processes in Contractual Channels of Distribution (1992)Bargainer characteristics in distributive and integrative negotiation. (1998)INTER- AND INTRACULTURAL NEGOTIATION: U.S. AND JAPANESE NEGOTIATORS. (1998)Dimensions of conflict frame: Disputant interpretations of conflict. (1990)Cooperative and Competitive Goal Approach to Conflict: Accomplishments and Challenges (1998)What do people value when they negotiate? Mapping the domain of subjective value in negotiation. (2006)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)Conflict and Its Management (1995)Influence of social motives on integrative negotiation: A meta-analytic review and test of two theories. (2000)Sociopsychological Foundations of Intractable Conflicts (2007)Diplomacy and domestic politics: the logic of two-level games (1988)Taking Preferences Seriously: A Liberal Theory of International Politics (1997)An Integrative Framework for Collaborative Governance (2011)A Nasty but Effective Negotiation Strategy: Misrepresentation of a Common-Value Issue (1997)Shadow of the contract: how contract structure shapes interfirm dispute resolution (2010)The Role of Procedural Justice and Legitimacy in Shaping Public Support for Policing (2003)
this work references cited by second hop

References

  • 1959The Social Psychology of Groups5,898 cited
  • 1984The Art and Science of Negotiation.2,453 cited
  • 1987Social Conflict: Escalation, Stalemate, and Settlement1,740 cited
  • 1986Social Conflict: Escalation, Stalemate, and Settlement1,197 cited
  • 1990Social perception in negotiation671 cited
  • 1990Negotiation behavior and outcomes: Empirical evidence and theoretical issues.648 cited
  • 1975Development of integrative solutions in bilateral negotiation.574 cited
  • 1983Negotiating in Organizations569 cited
  • 1983The art and science of negotiation487 cited
  • 1966A Behavioral Theory of Labor Relations.88 cited

Cited by

  • 2011Status Conflict in Groups434 cited
  • 1997The Influence of Anger and Compassion on Negotiation Performance428 cited
  • 1995Psychological Barriers to Dispute Resolution389 cited
  • 1999Trust Expectations, Information Sharing, Climate of Trust, and Negotiation Effectiveness and Efficiency377 cited
  • 2003Time pressure and closing of the mind in negotiation370 cited
  • 1998BREAKING THE BONDS OF RECIPROCITY IN NEGOTIATIONS.

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

361 cited
  • 2014A meta-analysis on gender differences in negotiation outcomes and their moderators.315 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
  • 2003Motivational Bases Of Information Processing and Strategy in Conflict and Negotiation284 cited
  • 2000Unfixing the fixed pie: A motivated information-processing approach to integrative negotiation.258 cited
  • 2007Chameleons bake bigger pies and take bigger pieces: Strategic behavioral mimicry facilitates negotiation outcomes255 cited
  • 2013Interpersonal Trust within Negotiations: Meta-Analytic Evidence, Critical Contingencies, and Directions for Future Research250 cited
  • 2003The influence of power on the information search, impression formation, and demands in negotiation248 cited
  • 2002Tough guys finish last: the perils of a distributive reputation243 cited
  • 2004GENDER STEREOTYPES AND NEGOTIATION PERFORMANCE: AN EXAMINATION OF THEORY AND RESEARCH243 cited