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Unilateral Concessions From the Other Party: Concession Behavior, Attributions, and Negotiation Judgments.
16 references·3 citing·33 second hop
Unilateral Concessions From the Other Party: Concession Behavior, Attributions, and Negotiation Judgments. (2004)Unilateral Concessions From the Other Par…A Theory of Cognitive Dissonance (2017)A Theory of Cognitive Dissona…Relationship Quality in Services Selling: An Interpersonal Influence Perspective (1990)Relationship Quality in Servi…The Social Psychology of Procedural Justice (1988)The Social Psychology of Proc…Research in Organizational Behavior. (1986)Research in Organizational Be…Norm theory: Comparing reality to its alternatives. (1986)Norm theory: Comparing realit…An attributional theory of achievement motivation and emotion. (1985)An attributional theory of ac…Research in Organizational Behavior (1984)Research in Organizational Be…Human Inference: Strategies and Shortcomings of Social Judgment. (1983)Human Inference: Strategies a…Procedural Justice: A Psychological Analysis (1976)Procedural Justice: A Psychol…Procedural Justice: A Psychological Analysis (1975)Procedural Justice: A Psychol…Design and Analysis: A Researcher's Handbook (1975)Design and Analysis: A Resear…Availability: A heuristic for judging frequency and probability (1973)Availability: A heuristic for…Conflict, arousal, and curiosity. (1960)Conflict, arousal, and curios…The psychology of interpersonal relations. (1958)The psychology of interperson…The Psychology of Interpersonal Relations. (1958)The Psychology of Interperson…A Theory of Cognitive Dissonance (1957)A Theory of Cognitive Dissona…The Influence of Client Corporate Social Responsibility Performance Information on Auditor Judgments (2020)The Influence of Client Corpo…Being Tough or Being Nice? A Meta-Analysis on the Impact of Hard- and Softline Strategies in Distributive Negotiations (2011)Being Tough or Being Nice? A …What do people value when they negotiate? Mapping the domain of subjective value in negotiation. (2006)What do people value when the…The Principles of Psychology (1891)Self-determination theory and the facilitation of intrinsic motivation, social development, and well-being. (2000)The "What" and "Why" of Goal Pursuits: Human Needs and the Self-Determination of Behavior (2000)Common method biases in behavioral research: A critical review of the literature and recommended remedies. (2003)The Concept of Mind (2006)Principles Of Gestalt Psychology (2013)Generalized expectancies for internal versus external control of reinforcement. (1966)The Evolution of Reciprocal Altruism (1971)Emotional Intelligence (1990)Expectancy–Value Theory of Achievement Motivation (2000)Motivational Beliefs, Values, and Goals (2002)Belief in the law of small numbers. (1971)Subjective probability: A judgment of representativeness (1972)On the psychology of prediction. (1973)Judgment under Uncertainty: Heuristics and Biases (1974)Judgment under Uncertainty: Heuristics and Biases (1975)Telling more than we can know: Verbal reports on mental processes. (1977)The Experiential Aspects of Consumption: Consumer Fantasies, Feelings, and Fun (1982)Universals in the Content and Structure of Values: Theoretical Advances and Empirical Tests in 20 Countries (1992)Well-being : the foundations of hedonic psychology (1999)Managing Legitimacy: Strategic and Institutional Approaches (1995)The Emerging Field of Emotion Regulation: An Integrative Review (1998)Understanding Information Systems Continuance: An Expectation-Confirmation Model1 (2001)FOUNDATION FOR A GENERAL STRAIN THEORY OF CRIME AND DELINQUENCY* (1992)Justice at the millenium: A meta-analytic review of 25 years of organizational justice research. (2001)On the dimensionality of organizational justice: A construct validation of a measure. (2001)Social Identity Theory and the Organization (1989)Social Identity Theory and the Organization (1989)Market Orientation: The Construct, Research Propositions, and Managerial Implications (1990)From Intentions to Actions: A Theory of Planned Behavior (1985)Self-Reports in Organizational Research: Problems and Prospects (1986)Social Capital, Intellectual Capital, and the Organizational Advantage (1998)Partial Least Squares Structural Equation Modeling (PLS-SEM) Using R (2021)
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Cited by

  • 2006What do people value when they negotiate? Mapping the domain of subjective value in negotiation.511 cited
  • 2011Being Tough or Being Nice? A Meta-Analysis on the Impact of Hard- and Softline Strategies in Distributive Negotiations95 cited
  • 2020The Influence of Client Corporate Social Responsibility Performance Information on Auditor Judgments12 cited