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The effect of time pressure, time elapsed, and the opponent's concession rate on behavior in negotiation
4 references·7 citing·44 second hop
The effect of time pressure, time elapsed, and the opponent's concession rate on behavior in negotiation (1969)The effect of time pressure, time elapsed…Strategic Interaction and Conflict (1973)Strategic Interaction and Con…A Behavioral Theory of Labor Negotiations. (1966)A Behavioral Theory of Labor …Bargaining in ignorance of the opponent's utility function (1962)Bargaining in ignorance of th…Bargaining and group decision making (1960)Bargaining and group decision…The Auditor's Approach to Subsequent Events: Insights from the Academic Literature (2012)The Auditor's Approach to Sub…Preisverhandlungen (2004)PreisverhandlungenMisperceiving negotiation counterparts: When situationally determined bargaining behaviors are attributed to personality traits. (1999)Misperceiving negotiation cou…The Sequential and Distributional Structure of Conflict Interactions as a Function of Attributions Concerning the Locus of Responsibility and Stability of Conflicts (1980)The Sequential and Distributi…Influence Strategies, Success, and War (1979)Influence Strategies, Success…Effects of programmed strategies on cooperation in the Prisoner's Dilemma and other mixed-motive games (1971)Effects of programmed strateg…Mediation as an aid to face saving in negotiation. (1970)Mediation as an aid to face s…The Bargaining Problem (1950)Two-Person Cooperative Games (1953)Negotiating the division of a reward under incomplete information (1967)The influence of experience on negotiation performance (1990)Introduction to Game Theory (2009)Problems Of Monopoly And Economic Warfare (2018)The Psychology of Interpersonal Relations. (1958)The Handbook of Social Psychology (1969)The Evolution of Cooperation (1981)Give them what they want: The benefits of explicitness in gift exchange (2011)Negotiation (2016)Journal of Experimental Research in Personality (1965)Prisoner's Dilemma: A Study in Conflict and Co-operation. (1970)Training cooperation in the Prisoner's Dilemma (1973)The Foreign Policy of the Dependent State (1983)Effects of initial choices in the prisoner's dilemma (2002)Games and Decisions (2015)The Strategy of Conflict (1960)Motivational bases of choice in experimental games (1968)The Influence of Culture on the Process of Business Negotiations: An Exploratory Study (1985)An evaluation of dependent variables in experimental negotiation studies: Impasse rates and pareto efficiency (1992)Strategy implementation: A comparison of face‐to‐face negotiations in the peoples republic of China and the United States (1992)The Norm of Reciprocity: A Preliminary Statement (1960)A Theory of Psychological Reactance (1968)The Motivational Foundations of Political Belief Systems: A Re-Analysis of the Operational Code Construct (1983)Crime and Punishment: The Role of Norms in Crisis Bargaining (1997)Availability: A heuristic for judging frequency and probability (1973)Judgment under Uncertainty: Heuristics and Biases (1974)The Framing of Decisions and the Psychology of Choice (1981)A Call for Academic Inquiry: Challenges and Opportunities from the PCAOB Synthesis Projects (2013)Client Identification and Client Commitment in a Privately Held Client Setting: Unique Constructs with Opposite Effects on Auditor Objectivity (2015)Opening offer and frequency of concession as bargaining strategies. (1967)The Intermediaries: Third Parties in International Crises. (1967)Functions of a third party in the resolution of conflict: The role of a judge in pretrial conferences. (1974)The psychology of interpersonal relations. (1958)Attribution: Perceiving the Causes of Behavior (1987)The Impact of Group Support Systems on Group Conflict and Conflict Management (1993)The SAGE Handbook of Conflict Communication (2013)The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation (1986)First offers as anchors: The role of perspective-taking and negotiator focus. (2001)TOWARD A THEORY OF MANAGING ORGANIZATIONAL CONFLICT (2002)Social Exchange and Behavioral Interdependence (1979)Blackwell Handbook of Social Psychology: Group Process (2002)Motivational Bases Of Information Processing and Strategy in Conflict and Negotiation (2003)
this work references cited by second hop

References

  • 1966A Behavioral Theory of Labor Negotiations.1,257 cited
  • 1960Bargaining and group decision making318 cited
  • 1962Bargaining in ignorance of the opponent's utility function119 cited
  • 1973Strategic Interaction and Conflict105 cited

Cited by

  • 1971Effects of programmed strategies on cooperation in the Prisoner's Dilemma and other mixed-motive games150 cited
  • 1999Misperceiving negotiation counterparts: When situationally determined bargaining behaviors are attributed to personality traits.139 cited
  • 1970Mediation as an aid to face saving in negotiation.135 cited
  • 1979Influence Strategies, Success, and War77 cited
  • 1980The Sequential and Distributional Structure of Conflict Interactions as a Function of Attributions Concerning the Locus of Responsibility and Stability of Conflicts76 cited
  • 2012The Auditor's Approach to Subsequent Events: Insights from the Academic Literature23 cited
  • 2004Preisverhandlungen12 cited

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