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A Behavioral Theory of Labor Relations.
0 references·16 citing·56 second hopsampled
A Behavioral Theory of Labor Relations. (1966)A Behavioral Theory of Labor Relations.Negotiation (2016)NegotiationOvercoming the risks of restructuring through the integrative bargaining process: Two case studies in a French context (2008)Overcoming the risks of restr…A Look into the Mind of the Negotiator: Mental Models in Negotiation (2003)A Look into the Mind of the N…Negotiating via Information Technology: Theory and Application (2002)Negotiating via Information T…Blackwell Handbook of Social Psychology: Group Process (2002)Blackwell Handbook of Social …Friends in High Places: The Effects of Social Networks on Discrimination in Salary Negotiations (2000)Friends in High Places: The E…THE INFORMATION DILEMMA IN NEGOTIATIONS: EFFECTS OF EXPERIENCE, INCENTIVES, AND INTEGRATIVE POTENTIAL (1999)THE INFORMATION DILEMMA IN NE…Determinants of buyers' aspiration and reservation price (1997)Determinants of buyers' aspir…Adoption of cognitive reference points in negotiations (1997)Adoption of cognitive referen…Team negotiation: An examination of integrative and distributive bargaining. (1996)Team negotiation: An examinat…"They saw a negotiation": Partisanship and involvement. (1995)"They saw a negotiation": Par…INFORMATION EXCHANGE, TOUGHNESS, AND INTEGRATIVE BARGAINING: THE ROLES OF EXPLICIT CUES AND PERSPECTIVE‐TAKING (1994)INFORMATION EXCHANGE, TOUGHNE…Information exchange in negotiation (1991)Information exchange in negot…The influence of experience on negotiation performance (1990)The influence of experience o…Negotiation behavior and outcomes: Empirical evidence and theoretical issues. (1990)Negotiation behavior and outc…An examination of naive and experienced negotiators. (1990)An examination of naive and e…The Evolution of Cooperation (1981)The Art and Science of Negotiation. (1984)Judgment in Managerial Decision Making (1986)Interdependence in negotiation: effects of exit options and social motive on distributive and integrative negotiation (2000)Are individuals' reputations related to their history of behavior? (2008)Judgment under Uncertainty: Heuristics and Biases (1975)Prospect theory: An analysis of decision under risk (1988)On feeling good and getting your way: Mood effects on negotiator cognition and bargaining strategies. (1998)Negotiation (2000)What do people value when they negotiate? Mapping the domain of subjective value in negotiation. (2006)Theory of games and economic behavior (2019)The Social Psychology of Groups (1959)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)The Strategy of Conflict (1960)The case for motivated reasoning. (1990)Resistance of personal risk perceptions to debiasing interventions. (1995)Mental Contamination and the Debiasing Problem (2002)Perspective taking as a means to overcome motivational barriers in negotiations: When putting oneself into the opponent's shoes helps to walk toward agreements. (2011)What is beautiful is good. (1972)The Intuitive Psychologist And His Shortcomings: Distortions in the Attribution Process (1977)Are Virtual Communities True Communities? Examining the Environments and Elements of Community (2002)The Social Identity Theory of Intergroup Behavior (2004)Shared Cognition as a Product of, and Precursor to, Shared Identity in Negotiations (2007)The future of buyer–seller interactions: a conceptual framework and research agenda (2021)A study of normative and informational social influences upon individual judgment. (1955)Review of personality and social psychology (1980)Groups: Interaction and Performance. (1984)Group vs Individual Performance in Mixed-Motive Situations: Exploring an Inconsistency (2002)Analogical Learning in Negotiation Teams: Comparing Cases Promotes Learning and Transfer (2003)Social Conflict: The Emergence and Consequences of Struggle and Negotiation (2010)The Norm of Reciprocity: A Preliminary Statement (1960)The External Control of Organizations: A Resource Dependence Perspective (1979)Lying and Smiling: Informational and Emotional Deception in Negotiation (2008)Mutually Dependent: Power, Trust, Affect and the Use of Deception in Negotiation (2008)External Control of Organizations: Resource Dependence Perspective (2011)Not competent enough to know the difference? Gender stereotypes about women’s ease of being misled predict negotiator deception (2014)Nature of Prejudice (1954)The Market for "Lemons": Quality Uncertainty and the Market Mechanism (1970)Research in Organizational Behavior (1984)Getting to Know You: The Influence of Personality on Impressions and Performance of Demographically Different People in Organizations (2001)Negotiation (2009)Cognitive social structures in social network research: A review (2013)The Bargaining Problem (1950)Not So Different After All: A Cross-Discipline View Of Trust (1998)Development of an I-Deals Motivation and Management Measure (2019)Development and Testing of Psychological Conflict Resolution Strategies for Assertive Robots to Resolve Human–Robot Goal Conflict (2021)Representative‐negotiated i ‐deals for people with disabilities (2022)A Theory of Social Comparison Processes (1954)Culture and the Self: Implications for Cognition, Emotion, and Motivation (1991)Self-Efficacy: The Exercise of Control (1999)High in the hierarchy: How vertical location and judgments of leaders’ power are interrelated (2006)Attitudes in social context: A social identity perspective (2007)Making a Virtue of Evil: A Five‐Step Social Identity Model of the Development of Collective Hate (2008)
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  • 1990Negotiation behavior and outcomes: Empirical evidence and theoretical issues.648 cited
  • 1991Information exchange in negotiation431 cited
  • 2000Friends in High Places: The Effects of Social Networks on Discrimination in Salary Negotiations303 cited
  • 2002Blackwell Handbook of Social Psychology: Group Process294 cited
  • 2002Negotiating via Information Technology: Theory and Application210 cited
  • 1999THE INFORMATION DILEMMA IN NEGOTIATIONS: EFFECTS OF EXPERIENCE, INCENTIVES, AND INTEGRATIVE POTENTIAL194 cited
  • 1995"They saw a negotiation": Partisanship and involvement.182 cited
  • 1996Team negotiation: An examination of integrative and distributive bargaining.182 cited
  • 1990An examination of naive and experienced negotiators.182 cited
  • 2016Negotiation139 cited
  • 2003A Look into the Mind of the Negotiator: Mental Models in Negotiation136 cited
  • 1990The influence of experience on negotiation performance136 cited
  • 1994INFORMATION EXCHANGE, TOUGHNESS, AND INTEGRATIVE BARGAINING: THE ROLES OF EXPLICIT CUES AND PERSPECTIVE‐TAKING126 cited
  • 1997Determinants of buyers' aspiration and reservation price65 cited

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  • 1997Adoption of cognitive reference points in negotiations29 cited
  • 2008Overcoming the risks of restructuring through the integrative bargaining process: Two case studies in a French context26 cited