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Negotiator Relationships: Construct Measurement, and Demonstration of Their Impact on the Process and Outcomes of Negotiation
16 references·0 citing·39 second hop
Negotiator Relationships: Construct Measurement, and Demonstration of Their Impact on the Process and Outcomes of Negotiation (1998)Negotiator Relationships: Construct Measu…THE PSYCHOLOGY OF PERSONAL CONSTRUCTS (2010)THE PSYCHOLOGY OF PERSONAL CO…Research on Negotiation in Organizations (1990)Research on Negotiation in Or…Prospect theory: An analysis of decision under risk (1988)Prospect theory: An analysis …A Taxonomy of Organizational Justice Theories (1987)A Taxonomy of Organizational …Trust in close relationships. (1985)Trust in close relationships.The Art and Science of Negotiation. (1984)The Art and Science of Negoti…Prospect Theory: An Analysis of Decision under Risk (1979)Prospect Theory: An Analysis …A manual for repertory grid technique (1977)A manual for repertory grid t…The Nature of Managerial Work (1974)The Nature of Managerial WorkTrust and Managerial Problem Solving (1972)Trust and Managerial Problem …Group dynamics : the psychology of small group behavior (1971)Group dynamics : the psycholo…Contingencies of reinforcement : a theoretical analysis (1969)Contingencies of reinforcemen…A Behavioral Theory of Labor Negotiations. (1966)A Behavioral Theory of Labor …Inequity In Social Exchange (1965)Inequity In Social ExchangeTwo-Person Cooperative Games (1953)Two-Person Cooperative GamesThe Bargaining Problem (1950)The Bargaining ProblemAvailability: A heuristic for judging frequency and probability (1973)Social penetration: The development of interpersonal relationships (1973)Toward A Hierarchical Model of Intrinsic and Extrinsic Motivation (1997)Initial Trust Formation in New Organizational Relationships (1998)Trust in Automation (2014)Exchange and Power in Social Life (2017)A Theory of Cognitive Dissonance (1957)The psychology of interpersonal relations. (1958)The Stakeholder Theory of the Corporation: Concepts, Evidence, and Implications (1995)Ethics, character, and authentic transformational leadership behavior (1999)A Theory of Cognitive Dissonance (2017)Self-Determination Theory in Work Organizations: The State of a Science (2017)Risk, Ambiguity, and the Savage Axioms (1961)Judgment under Uncertainty: Heuristics and Biases (1975)The Framing of Decisions and the Psychology of Choice (1981)Exploration and Exploitation in Organizational Learning (1991)Explicating dynamic capabilities: the nature and microfoundations of (sustainable) enterprise performance (2007)Theory of games and economic behavior (2019)A Theory of Social Comparison Processes (1954)Exchange and Power in Social Life. (1965)Social stigma and self-esteem: The self-protective properties of stigma. (1989)FOUNDATION FOR A GENERAL STRAIN THEORY OF CRIME AND DELINQUENCY* (1992)Understanding knowledge sharing in virtual communities: An integration of social capital and social cognitive theories (2006)The External Control of Organizations. (1978)AFFECT- AND COGNITION-BASED TRUST AS FOUNDATIONS FOR INTERPERSONAL COOPERATION IN ORGANIZATIONS. (1995)Social Capital, Intellectual Capital, and the Organizational Advantage (1998)The Intuitive Psychologist And His Shortcomings: Distortions in the Attribution Process (1977)Well-being : the foundations of hedonic psychology (1999)A Design Science Research Methodology for Information Systems Research (2007)Incentive Compatibility and the Bargaining Problem (1979)THE JOINT‐DECISION TRAP: LESSONS FROM GERMAN FEDERALISM AND EUROPEAN INTEGRATION (1988)Covenants with and without a Sword: Self-Governance Is Possible (1992)Marriage and Household Decision-Making: A Bargaining Analysis (1980)The Nash Bargaining Solution in Economic Modelling (1986)''Bargaining'' and Gender Relations: Within and Beyond the Household (1997)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)Advances in prospect theory: Cumulative representation of uncertainty (1992)
this work references cited by second hop

References

  • 1979Prospect Theory: An Analysis of Decision under Risk48,459 cited
  • 1988Prospect theory: An analysis of decision under risk32,475 cited
  • 1965Inequity In Social Exchange10,813 cited
  • 2010THE PSYCHOLOGY OF PERSONAL CONSTRUCTS8,573 cited
  • 1950The Bargaining Problem8,031 cited
  • 1974The Nature of Managerial Work6,240 cited
  • 1953Two-Person Cooperative Games3,219 cited
  • 1985Trust in close relationships.3,129 cited
  • 1984The Art and Science of Negotiation.2,453 cited
  • 1987A Taxonomy of Organizational Justice Theories2,308 cited
  • 1972Trust and Managerial Problem Solving2,142 cited
  • 1990Research on Negotiation in Organizations1,866 cited
  • 1977A manual for repertory grid technique1,573 cited
  • 1969Contingencies of reinforcement : a theoretical analysis1,569 cited
  • 1971Group dynamics : the psychology of small group behavior1,332 cited
  • 1966A Behavioral Theory of Labor Negotiations.1,257 cited

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