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ArticlePower and deception in ultimatum bargaining

Lukas F. Koning2011

Article2011

Power and deception in ultimatum bargaining

Lukas F. Koning · Wolfgang Steinel · Ilja van Beest · Eric van Dijk

63 citations·0/0 files stored·Organizational Behavior and Human Decision Processes

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Experimental Behavioral Economics Studies Conflict Management and Negotiation Social Power and Status Dynamics

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References

1962Power-Dependence Relations 1982An experimental analysis of ultimatum bargaining 1986The Bases of Social Power 2003Power, approach, and inhibition.2005Deception: The Role of Consequences 2003From Power to Action.1995Anomalies: Ultimatums, Dictators and Manners 1994Negotiation in social conflict

Cited by

2014Interpersonal Power 2014Artful Paltering: The Risks and Rewards of Using Truthful Statements to Mislead Others 2013The Emotion Deception Model: A Review of Deception in Negotiation and the Role of Emotion in Deception 2019Effective leadership and the allocation and exercise of power in organizations 2012Fairness Considerations When I Know More than You Do: Developmental Comparisons 2019The Effect of Communication Media on Information Sharing in Supply Chains 2019

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2008A social functional approach to emotions in bargaining: When communicating anger pays and when it backfires.article · 15 shared references 2003Social Utility in Ultimatum Bargainingarticle · 10 shared references 2008Initial Ownership in Bargaining: Introducing the Giving, Splitting, and Taking Ultimatum Bargaining Gamearticle · 10 shared references 2004Social value orientations and the strategic use of fairness in ultimatum bargainingarticle · 9 shared references 2008Mutually Dependent: Power, Trust, Affect and the Use of Deception in Negotiationarticle · 9 shared references 2013The Emotion Deception Model: A Review of Deception in Negotiation and the Role of Emotion in Deceptionarticle · 9 shared references

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Year2011

Typearticle

Published2011-02-19

VenueOrganizational Behavior and Human Decision Processes

ISSN-L0749-5978

Languageen

Citations63

Files0 public / 0

ShelfExperimental Behavioral Economics Studies

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doi10.1016/j.obhdp.2011.01.007

openalex_workW2046522671

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Power in economic games

2017When knowledge is not power: Asymmetric information, probabilistic deceit detection and threats in ultimatum bargaining