References

• 1985Influence : science and practice3,581 cited
• 1999Accounting for the effects of accountability.2,406 cited
• 1998The role of feasibility and desirability considerations in near and distant future decisions: A test of temporal construal theory.2,367 cited
• 1990Social perception in negotiation671 cited
• 2001Evidence About Auditor–Client Management Negotiation Concerning Client’s Financial Reporting516 cited
• 1991Conservatism and Auditor-Client Negotiations465 cited
• 2003Effects of Authoritative Guidance Availability and Audit Committee Effectiveness on Auditors' Judgments in an Auditor-Client Negotiation Context274 cited
• 1997An Examination of Factors Affecting the Decision to Waive Audit Adjustments181 cited
• 2005Auditor Negotiations: An Examination of the Efficacy of Intervention Methods165 cited
• 2001Antecedents and Consequences of Independence Risk: Framework for Analysis162 cited
• 2007The Effect of Auditors' Use of a Reciprocity-Based Strategy on Auditor-Client Negotiations135 cited
• 1994The Role of Negotiator Aspirations and Settlement Expectancies in Bargaining Outcomes129 cited
• 2008Client Characteristics and the Negotiation Tactics of Auditors: Implications for Financial Reporting126 cited
• 2006A comparison of auditor and client initial negotiation positions and tactics