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Bargaining and group decision making
0 references·16 citing·50 second hop
Bargaining and group decision making (1960)Bargaining and group decision makingMotivational Bases Of Information Processing and Strategy in Conflict and Negotiation (2003)Motivational Bases Of Informa…Blackwell Handbook of Social Psychology: Group Process (2002)Blackwell Handbook of Social …Gandhian Philosophy, Conflict Resolution Theory and Practical Approaches to Negotiation (2001)Gandhian Philosophy, Conflict…Effect of Bargaining in Electronic Commerce (2000)Effect of Bargaining in Elect…THE INFORMATION DILEMMA IN NEGOTIATIONS: EFFECTS OF EXPERIENCE, INCENTIVES, AND INTEGRATIVE POTENTIAL (1999)THE INFORMATION DILEMMA IN NE…Theory and Misbehavior of First-price Auctions: Comment (1992)Theory and Misbehavior of Fir…Social Exchange and Behavioral Interdependence (1979)Social Exchange and Behaviora…Budgeting for Control (1971)Budgeting for ControlThe effect of time pressure, time elapsed, and the opponent's concession rate on behavior in negotiation (1969)The effect of time pressure, …The Etiquette of Bargaining in the Middle East1 (1968)The Etiquette of Bargaining i…The effects of need to maintain face on interpersonal bargaining (1968)The effects of need to mainta…Performance goals as determinants of level of performance and boredom. (1967)Performance goals as determin…Opening offer and frequency of concession as bargaining strategies. (1967)Opening offer and frequency o…Negotiating the division of a reward under incomplete information (1967)Negotiating the division of a…Studies of interpersonal bargaining (1962)Studies of interpersonal barg…The effect of threat upon interpersonal bargaining. (1960)The effect of threat upon int…An Alternative to War or Surrender (1963)Mediation as an aid to face saving in negotiation. (1970)Influence Strategies, Success, and War (1979)Initial Offer Precision and M&A Outcomes (2018)Employee attitudes and employee performance. (1955)The relationship of intentions to level of performance. (1966)Proximal goal-setting and self-regulatory processes (1990)Developing a soft value management model (2002)Management and the Worker (2003)The Effect of Learning vs. Outcome Goals on Self‐Efficacy, Satisfaction and Performance in an MBA Program (2006)Frustration and aggression. (1939)A Theory of Co-operation and Competition (1949)On Face-Work (1955)Attributions and communication in roommate conflicts (1980)The vicissitudes of attitudes and similar representational constructs in twentieth century psychology (1986)SIXTY YEARS OF CONFLICT (1990)The Social Psychology of Groups (1959)Experimental research on third-party intervention in conflict: Toward some generalizations. (1980)The Norm of Reciprocity: A Preliminary Statement (1960)The External Control of Organizations: A Resource Dependence Perspective (1979)Mutually Dependent: Power, Trust, Affect and the Use of Deception in Negotiation (2008)External Control of Organizations: Resource Dependence Perspective (2011)Value of information, behavioral guidelines, and social value orientation in an information-exchange dilemma. (2011)Not competent enough to know the difference? Gender stereotypes about women’s ease of being misled predict negotiator deception (2014)Bargaining in ignorance of the opponent's utility function (1962)A Behavioral Theory of Labor Negotiations. (1966)Effects of programmed strategies on cooperation in the Prisoner's Dilemma and other mixed-motive games (1971)Strategic Interaction and Conflict (1973)Misperceiving negotiation counterparts: When situationally determined bargaining behaviors are attributed to personality traits. (1999)The Presentation of Self in Everyday Life. (1956)The Strategy of Conflict (1960)Interaction Goals in Negotiation (1990)Face threat sensitivity in negotiation: Roadblock to agreement and joint gain (2004)A BEHAVIORAL MODEL OF RATIONAL CHOICE (1955)Prospect Theory: An Analysis of Decision under Risk (1979)Prospect theory: An analysis of decision under risk (1988)The possessive self as a barrier to conflict resolution: Effects of mere ownership, process accountability, and self-concept clarity on competitive cognitions and behavior. (2005)Motivated information processing, strategic choice, and the quality of negotiated agreement. (2006)Negotiation (2009)Exchange and Power in Social Life. (1965)Social Atomism, Holism, and Trust (1985)Social Exchange Theory (2006)Exchange and Resource Theories (2008)“Don't pretend to be my friend!” When an informal brand communication style backfires on social media (2017)A Theory of Social Comparison Processes (1954)Culture and the Self: Implications for Cognition, Emotion, and Motivation (1991)Self-Efficacy: The Exercise of Control (1999)High in the hierarchy: How vertical location and judgments of leaders’ power are interrelated (2006)Attitudes in social context: A social identity perspective (2007)Making a Virtue of Evil: A Five‐Step Social Identity Model of the Development of Collective Hate (2008)
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  • 1979Social Exchange and Behavioral Interdependence307 cited
  • 2002Blackwell Handbook of Social Psychology: Group Process294 cited
  • 2003Motivational Bases Of Information Processing and Strategy in Conflict and Negotiation284 cited
  • 1962Studies of interpersonal bargaining275 cited
  • 1960The effect of threat upon interpersonal bargaining.265 cited
  • 1968The effects of need to maintain face on interpersonal bargaining204 cited
  • 1999THE INFORMATION DILEMMA IN NEGOTIATIONS: EFFECTS OF EXPERIENCE, INCENTIVES, AND INTEGRATIVE POTENTIAL194 cited
  • 1967Opening offer and frequency of concession as bargaining strategies.155 cited
  • 1969The effect of time pressure, time elapsed, and the opponent's concession rate on behavior in negotiation153 cited
  • 1967Performance goals as determinants of level of performance and boredom.143 cited
  • 1967Negotiating the division of a reward under incomplete information141 cited
  • 1968The Etiquette of Bargaining in the Middle East175 cited
  • 1992Theory and Misbehavior of First-price Auctions: Comment65 cited
  • 2001Gandhian Philosophy, Conflict Resolution Theory and Practical Approaches to Negotiation60 cited

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  • 1971Budgeting for Control56 cited
  • 2000Effect of Bargaining in Electronic Commerce53 cited