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Commitment to future interaction in marketing transactions.
2 references·3 citing·19 second hop
Commitment to future interaction in marketing transactions. (1975)Commitment to future interaction in marke…The effects of information and magnitude of initial offer on interpersonal negotiation (1968)The effects of information an…Opening offer and frequency of concession as bargaining strategies. (1967)Opening offer and frequency o…Question-Asking in Same- and Opposite-Sex Initial Interactions The Effects of Anticipated Future Interaction (1987)Question-Asking in Same- and …THE EFFECTS OF NEGOTIATOR PREFERENCES, SITUATIONAL POWER, AND NEGOTIATOR PERSONALITY ON OUTCOMES OF BUSINESS NEGOTIATIONS. (1985)THE EFFECTS OF NEGOTIATOR PRE…Nash's Theory of Cooperative Games as a Predictor of the Outcomes of Buyer-Seller Negotiations: An Experiment in Media Purchasing (1983)Nash's Theory of Cooperative …Bargaining and group decision making (1960)An Alternative to War or Surrender (1963)Mediation as an aid to face saving in negotiation. (1970)Effects of extremity of offers and concession rate on the outcomes of bargaining. (1972)Shared Cognition as a Product of, and Precursor to, Shared Identity in Negotiations (2007)The Psychological Bulletin (1904)A Coefficient of Agreement for Nominal Scales (1960)SOME EXPLORATIONS IN INITIAL INTERACTION AND BEYOND: TOWARD A DEVELOPMENTAL THEORY OF INTERPERSONAL COMMUNICATION (1975)Social Behavior: Its Elementary Forms. (1961)Social Behavior: Its Elementary Forms (1963)Towards an understanding of inequity. (1963)Effects of situational variables and opponent concessions on a bargainer's perception, aspirations, and concessions. (1974)The Bargaining Problem (1950)17. A Value for n-Person Games (1953)Power-Dependence Relations (1962)Generalized expectancies for internal versus external control of reinforcement. (1966)The measurement of psychological androgyny. (1974)A Behavioral Perspective on Negotiating International Alliance (1998)Negotiator Relationships: Construct Measurement, and Demonstration of Their Impact on the Process and Outcomes of Negotiation (1998)
this work references cited by second hop

References

  • 1967Opening offer and frequency of concession as bargaining strategies.155 cited
  • 1968The effects of information and magnitude of initial offer on interpersonal negotiation131 cited

Cited by

  • 1985THE EFFECTS OF NEGOTIATOR PREFERENCES, SITUATIONAL POWER, AND NEGOTIATOR PERSONALITY ON OUTCOMES OF BUSINESS NEGOTIATIONS.121 cited
  • 1983Nash's Theory of Cooperative Games as a Predictor of the Outcomes of Buyer-Seller Negotiations: An Experiment in Media Purchasing109 cited
  • 1987Question-Asking in Same- and Opposite-Sex Initial Interactions The Effects of Anticipated Future Interaction20 cited

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