Effects of gain and loss decision frames on risky purchase negotiations.Paul H. Schurr1987-01-01articleJournal of Applied Psychology67 citationsclosedNo readable copy stored yet — this record is metadata only.Decision-Making and Behavioral EconomicsConflict Management and NegotiationExperimental Behavioral Economics StudiesAbstractNo abstract was published for this record.Citations in this libraryStored only when both papers are in the corpus — 67 citations exist upstream.References1988Prospect theory: An analysis of decision under risk1981The Framing of Decisions and the Psychology of Choice1980Toward a positive theory of consumer choice1993Decisions with Multiple Objectives1983Human Inference: Strategies and Shortcomings of Social Judgment.1982Book Review Nisbett, R. , & Ross, L.Human inference: Strategies and shortcomings of social judgment.Englewood Cliffs, N.J.: Prentice-Hall, 1980.1984The Art and Science of Negotiation.1981Psychological status of the script concept.Cited by2009Disentangling approaches to framing in conflict and negotiation research: A meta-paradigmatic perspective2004Affect from the top down: How powerful individuals' positive affect shapes negotiations1992An evaluation of dependent variables in experimental negotiation studies: Impasse rates and pareto efficiency2006Building a Pathway to Cooperation: Negotiation and Social Exchange between Principal and Agent1995Bundle Evaluation in Different Market Segments: The Effects of Discount Framing and Buyers' Preference Heterogeneity2002Aggressive Client Reporting: Factors Affecting Auditors' Generation of Financial Reporting Alternatives2007How politicians make decisions under risk: a political choice experiment1994An Experimental Investigation of Alternative Damage-Sharing Liability Regimes with an Auditing Perspective