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Development of integrative solutions in bilateral negotiation.
4 references·16 citing·46 second hop
Development of integrative solutions in bilateral negotiation. (1975)Development of integrative solutions in b…The resolution of conflict;: Constructive and destructive processes (1973)The resolution of conflict;: …A Behavioral Theory of Labor Negotiations. (1966)A Behavioral Theory of Labor …A Behavioral Theory of Labor Negotiations. (1966)A Behavioral Theory of Labor …Experimental Social Psychology (1934)Experimental Social PsychologyMotivated information processing, strategic choice, and the quality of negotiated agreement. (2006)Motivated information process…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…Negotiation behavior when cultures collide: The United States and Japan. (2001)Negotiation behavior when cul…Culture and Negotiation (2000)Culture and NegotiationTrust Expectations, Information Sharing, Climate of Trust, and Negotiation Effectiveness and Efficiency (1999)Trust Expectations, Informati…INTER- AND INTRACULTURAL NEGOTIATION: U.S. AND JAPANESE NEGOTIATORS. (1998)INTER- AND INTRACULTURAL NEGO…Bargainer characteristics in distributive and integrative negotiation. (1998)Bargainer characteristics in …The Impact of Social Value Orientations on Negotiator Cognition and Behavior (1995)The Impact of Social Value Or…Explorations of Negotiation Behaviors in Ten Foreign Cultures Using a Model Developed in the United States (1994)Explorations of Negotiation B…The Psychology of Group Conflict and the Dynamics of Oppression (1993)The Psychology of Group Confl…Conflict Resolution Processes in Contractual Channels of Distribution (1992)Conflict Resolution Processes…Information exchange in negotiation (1991)Information exchange in negot…TACTICAL BEHAVIOR AND NEGOTIATION OUTCOMES (1990)TACTICAL BEHAVIOR AND NEGOTIA…Effects of trust, aspiration, and gender on negotiation tactics. (1980)Effects of trust, aspiration,…The Social Psychology of Groups (1959)The Art and Science of Negotiation. (1984)Social Conflict: Escalation, Stalemate, and Settlement (1987)Psychological Barriers to Dispute Resolution (1995)The Influence of Anger and Compassion on Negotiation Performance (1997)Status Conflict in Groups (2011)A Coefficient of Agreement for Nominal Scales (1960)Prospect Theory: An Analysis of Decision under Risk (1979)Prospect theory: An analysis of decision under risk (1988)Chameleons bake bigger pies and take bigger pieces: Strategic behavioral mimicry facilitates negotiation outcomes (2007)It takes two to tango: An interdependence analysis of the spiraling of perceived trustworthiness and cooperation in interpersonal and intergroup relationships (2008)Interpersonal Trust within Negotiations: Meta-Analytic Evidence, Critical Contingencies, and Directions for Future Research (2013)A BEHAVIORAL MODEL OF RATIONAL CHOICE (1955)The Strategy of Conflict (1960)The Handbook of Social Psychology (1969)Flexibility now, consistency later: Psychological distance and construal shape evaluative responding. (2010)Motivated information processing, social tuning, and group creativity. (2010)Culture's Consequences: International Differences in Work-Related Values. (1983)Getting to Yes: Negotiating Agreement Without Giving in (1987)Culture and the Self: Implications for Cognition, Emotion, and Motivation (1991)The culturally intelligent negotiator: The impact of cultural intelligence (CQ) on negotiation sequences and outcomes (2010)Handbook of Industrial and Organizational Psychology. (1977)Research in Organizational Behavior. (1986)Developing Buyer-Seller Relationships (1987)Antecedents and Consequences of Marketing Managers’ Conflict-Handling Behaviors (2000)Relationship learning at trade shows: Its antecedents and consequences (2005)Effects of relationship climate, control mechanism, and communications on conflict resolution behavior and performance outcomes (2007)Belief, Attitude, Intention and Behavior: An Introduction to Theory and Research (1975)The Ecology of Human Development (1979)Understanding Attitudes and Predicting Social Behavior (1980)Social Stigma and Self-Esteem: Situational Construction of Self-Worth (1999)Social Dominance Orientation and the Legitimization of Inequality Across Cultures (2000)Non-conscious forms of system justification: Implicit and behavioral preferences for higher status groups (2002)Foundations of Behavioral Research (1974)THE BIG FIVE PERSONALITY DIMENSIONS AND JOB PERFORMANCE: A META‐ANALYSIS (1991)Reading your Counterpart: The Benefit of Emotion Recognition Accuracy for Effectiveness in Negotiation (2007)Thin slices of negotiation: Predicting outcomes from conversational dynamics within the first 5 minutes. (2007)Social Attitudes and Other Acquired Behavioral Dispositions. (1963)On the fading of social stereotypes: Studies in three generations of college students. (1969)Identifiability as a deterrant to social loafing: Two cheering experiments. (1981)CURRENT RESEARCH IN SOCIAL PSYCHOLOGY (1996)Influence of social motives on integrative negotiation: A meta-analytic review and test of two theories. (2000)Public Deliberation in an Age of Direct Citizen Participation (2004)The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation (1986)First offers as anchors: The role of perspective-taking and negotiator focus. (2001)TOWARD A THEORY OF MANAGING ORGANIZATIONAL CONFLICT (2002)
this work references cited by second hop

References

  • 1973The resolution of conflict;: Constructive and destructive processes1,438 cited
  • 1966A Behavioral Theory of Labor Negotiations.1,257 cited
  • 1934Experimental Social Psychology609 cited
  • 1966A Behavioral Theory of Labor Negotiations.360 cited

Cited by

  • 1998INTER- AND INTRACULTURAL NEGOTIATION: U.S. AND JAPANESE NEGOTIATORS.459 cited
  • 1991Information exchange in negotiation431 cited
  • 1998Bargainer characteristics in distributive and integrative negotiation.404 cited
  • 1992Conflict Resolution Processes in Contractual Channels of Distribution380 cited
  • 1999Trust Expectations, Information Sharing, Climate of Trust, and Negotiation Effectiveness and Efficiency377 cited
  • 2003Time pressure and closing of the mind in negotiation370 cited
  • 1993The Psychology of Group Conflict and the Dynamics of Oppression367 cited
  • 2000Culture and Negotiation354 cited
  • 2001Negotiation behavior when cultures collide: The United States and Japan.339 cited
  • 1995The Impact of Social Value Orientations on Negotiator Cognition and Behavior297 cited
  • 2003Motivational Bases Of Information Processing and Strategy in Conflict and Negotiation

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284 cited
  • 1994Explorations of Negotiation Behaviors in Ten Foreign Cultures Using a Model Developed in the United States279 cited
  • 1980Effects of trust, aspiration, and gender on negotiation tactics.275 cited
  • 2006Motivated information processing, strategic choice, and the quality of negotiated agreement.270 cited
  • 1990TACTICAL BEHAVIOR AND NEGOTIATION OUTCOMES260 cited
  • 2003The influence of power on the information search, impression formation, and demands in negotiation248 cited