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The effect of externally set goals on reaching integrative agreements in competitive markets
16 references·3 citing·38 second hop
The effect of externally set goals on reaching integrative agreements in competitive markets (1985)The effect of externally set goals on rea…Integrative bargaining in a competitive market (1985)Integrative bargaining in a c…The Art and Science of Negotiation. (1984)The Art and Science of Negoti…The Art and Science of Negotiation (1983)The Art and Science of Negoti…Negotiating in Organizations (1983)Negotiating in OrganizationsGetting to Yes (1981)Getting to YesConflict and Conflict Management. (1981)Conflict and Conflict Managem…Toward a positive theory of consumer choice (1980)Toward a positive theory of c…Social anxiety, self-presentation, and the self-serving bias in causal attribution. (1980)Social anxiety, self-presenta…Effects of trust, aspiration, and gender on negotiation tactics. (1980)Effects of trust, aspiration,…Effects of trust, aspiration, and gender on negotiation tactics. (1980)Effects of trust, aspiration,…Goal setting—A motivational technique that works (1979)Goal setting—A motivational t…The Social Psychology of Bargaining and Negotiation. (1976)The Social Psychology of Barg…The Social Psychology of Bargaining and Negotiation (1975)The Social Psychology of Barg…A Review of Research on the Application of Goal Setting in Organizations (1975)A Review of Research on the A…Toward a theory of task motivation and incentives (1968)Toward a theory of task motiv…Towards an understanding of inequity. (1963)Towards an understanding of i…Focal points and bargaining in housing markets (2015)Focal points and bargaining i…Goal Setting and Negotiation Performance: A Meta-Analysis (2002)Goal Setting and Negotiation …ALTERNATIVES TO HAVING A BATNA IN DYADIC NEGOTIATION: THE INFLUENCE OF GOALS, SELF‐EFFICACY, AND ALTERNATIVES ON NEGOTIATED OUTCOMES (1996)ALTERNATIVES TO HAVING A BATN…Judgment under Uncertainty: Heuristics and Biases (1974)Prospect Theory: An Analysis of Decision under Risk (1979)The Framing of Decisions and the Psychology of Choice (1981)Prospect theory: An analysis of decision under risk (1988)Loss Aversion in Riskless Choice: A Reference-Dependent Model (1991)Construal-level theory of psychological distance. (2010)Leadership and Decision-Making (1973)Self-Management as a Substitute for Leadership: A Social Learning Theory Perspective (1980)THE HUMAN SIDE OF ENTERPRISE (1985)Handbook of Industrial, Work & Organizational Psychology (2001)The Principles of Scientific Management. (1912)Work and motivation (1964)The Theory of Reasoned Action: A Meta-Analysis of Past Research with Recommendations for Modifications and Future Research (1988)Negative self-efficacy and goal effects revisited. (2003)Self‐determination theory and work motivation (2005)Principles of Scientific Management, The (2015)A Theory of Social Comparison Processes (1954)Social Behavior: Its Elementary Forms (1963)New directions in equity research. (1973)FOUNDATION FOR A GENERAL STRAIN THEORY OF CRIME AND DELINQUENCY* (1992)What's the difference? diversity constructs as separation, variety, or disparity in organizations (2007)The Determinants of Goal Commitment (1988)Customer Contributions to Quality: A Different View of the Customer-Oriented Firm (1996)Why Measure Performance? Different Purposes Require Different Measures (2003)Negotiation And Mediation (1992)TOWARD A THEORY OF MANAGING ORGANIZATIONAL CONFLICT (2002)Public Deliberation in an Age of Direct Citizen Participation (2004)Diplomacy and domestic politics: the logic of two-level games (1988)Taking Preferences Seriously: A Liberal Theory of International Politics (1997)An Integrative Framework for Collaborative Governance (2011)Conflict and Its Management (1995)INTRAGROUP CONFLICT IN ORGANIZATIONS: A CONTINGENCY PERSPECTIVE ON THE CONFLICT-OUTCOME RELATIONSHIP (2003)Negotiation arithmetic: adding and subtracting issues and parties (1983)THE EFFECTS OF FRAMING AND NEGOTIATOR OVERCONFIDENCE ON BARGAINING BEHAVIORS AND OUTCOMES. (1985)In the Shadow of Law or Power? Consensus-Based Bargaining and Outcomes in the GATT/WTO (2002)An Organizational Assessment of Interfirm Coordination Modes (1997)GENDER DIFFERENCES IN NEGOTIATION OUTCOME: A META‐ANALYSIS (1999)Constraints and triggers: Situational mechanics of gender in negotiation. (2005)
this work references cited by second hop

References

  • 1980Toward a positive theory of consumer choice5,574 cited
  • 1963Towards an understanding of inequity.5,146 cited
  • 1984The Art and Science of Negotiation.2,453 cited
  • 1968Toward a theory of task motivation and incentives2,409 cited
  • 1979Goal setting—A motivational technique that works1,214 cited
  • 1981Getting to Yes1,187 cited
  • 1975The Social Psychology of Bargaining and Negotiation1,152 cited
  • 1981Conflict and Conflict Management.985 cited
  • 1983The Art and Science of Negotiation854 cited
  • 1975A Review of Research on the Application of Goal Setting in Organizations587 cited
  • 1983Negotiating in Organizations569 cited
  • 1985Integrative bargaining in a competitive market419 cited
  • 1976The Social Psychology of Bargaining and Negotiation.405 cited
  • 1980Effects of trust, aspiration, and gender on negotiation tactics.275 cited
  • 1980Social anxiety, self-presentation, and the self-serving bias in causal attribution.255 cited
  • 1980Effects of trust, aspiration, and gender on negotiation tactics.246 cited

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Cited by

  • 1996ALTERNATIVES TO HAVING A BATNA IN DYADIC NEGOTIATION: THE INFLUENCE OF GOALS, SELF‐EFFICACY, AND ALTERNATIVES ON NEGOTIATED OUTCOMES110 cited
  • 2002Goal Setting and Negotiation Performance: A Meta-Analysis109 cited
  • 2015Focal points and bargaining in housing markets56 cited