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Effects of trust, aspiration, and gender on negotiation tactics.

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References

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2013Interpersonal Trust within Negotiations: Meta-Analytic Evidence, Critical Contingencies, and Directions for Future Research250 cited
1984Resistance to yielding and the expectation of cooperative future interaction in negotiation246 cited
2009Negotiation244 cited
2004GENDER STEREOTYPES AND NEGOTIATION PERFORMANCE: AN EXAMINATION OF THEORY AND RESEARCH243 cited
2006Supplication and appeasement in conflict and negotiation: The interpersonal effects of disappointment, worry, guilt, and regret.227 cited

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1996MULTIPLE MEANINGS OF TRUST IN NEGOTIATION THEORY AND RESEARCH: A LITERATURE REVIEW AND INTEGRATIVE MODEL207 cited

1984Accountability to constituents: A two-edged sword194 cited

1999NEGOTIATION PROCESSES AND OUTCOMES IN PROSOCIALLY AND EGOISTICALLY MOTIVATED GROUPS183 cited

1992An evaluation of dependent variables in experimental negotiation studies: Impasse rates and pareto efficiency174 cited

2011Perspective taking as a means to overcome motivational barriers in negotiations: When putting oneself into the opponent's shoes helps to walk toward agreements.168 cited

2008Conflict management between and within teams for trusting relationships and performance in China165 cited

1986Effects of cognitive heuristics and goals on negotiator performance and subsequent goal setting163 cited

2004Face threat sensitivity in negotiation: Roadblock to agreement and joint gain140 cited

2016Negotiation139 cited