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Negotiations, social-psychological perspectives
0 references·16 citing·55 second hopsampled
Negotiations, social-psychological perspectives (1977)Negotiations, social-psychological perspe…Repairing relationship conflict: how Violation types and culture influence The effectiveness of restoration Rituals (2009)Repairing relationship confli…Motivated information processing, strategic choice, and the quality of negotiated agreement. (2006)Motivated information process…Conflict's consequences: Effects of social motives on postnegotiation creative and convergent group functioning and performance. (2005)Conflict's consequences: Effe…Negotiating interests or values and reaching integrative agreements: the importance of time pressure and temporary impasses (2004)Negotiating interests or valu…Integrative and Distributive Negotiation in Small Groups: Effects of Task Structure, Decision Rule, and Social Motive (2002)Integrative and Distributive …Social motives and trust in integrative negotiation: The disruptive effects of punitive capability. (1998)Social motives and trust in i…Share and Share Alike or Winner Take All?: The Influence of Social Value Orientation upon Choice and Recall of Negotiation Heuristics (1998)Share and Share Alike or Winn…Guanxi and Mientze: Conflict Resolution in Chinese Society (1997)Guanxi and Mientze: Conflict …Two Paradigms of Negotiation: Bargaining and Problem Solving (1995)Two Paradigms of Negotiation:…Determinants of Compromising Behavior in Negotiation (1994)Determinants of Compromising …Models of conflict, negotiation and third party intervention: A review and synthesis (1992)Models of conflict, negotiati…Stages, Turning Points, and Crises (1986)Stages, Turning Points, and C…Integrative complexity of American and Soviet foreign policy rhetoric: A time-series analysis. (1985)Integrative complexity of Ame…Seller and Buying Firm Factors Affecting Industrial Buyers' Negotiation Behavior and Outcomes (1984)Seller and Buying Firm Factor…CODING VERBAL CONFLICT TACTICS: NONVERBAL AND PERCEPTUAL CORRELATES OF THE "AVOIDANCE-DISTRIBUTIVE-INTEGRATIVE" DISTINCTION (1982)CODING VERBAL CONFLICT TACTIC…Attributions and communication in roommate conflicts (1980)Attributions and communicatio…The Psychology of Interpersonal Relations. (1958)The psychology of interpersonal relations. (1958)The Strategy of Conflict (1960)A multidimensional scaling validation of an inductively‐derived set of compliance‐gaining strategies (1981)Agreeableness and activeness as components of conflict behaviors. (1994)Fights, Games, and Debates. (1961)Disputes and Negotiations: A Cross-Cultural Perspective (1980)Why Collaborate? Issue-Linkage and International Regimes (1980)Analysis of Complex Negotiations in International Business: The RBC Perspective (1993)Linguistic Style Matching and Negotiation Outcome (2008)Negotiation (2016)An Inquiry into the Nature and Causes of the Wealth of Nations (1776)Handbook of Industrial and Organizational Psychology. (1977)The Evolution of Cooperation (1981)Antecedents and Consequences of Marketing Managers’ Conflict-Handling Behaviors (2000)Conflict Management and Innovation Performance: An Integrated Contingency Perspective (2006)Conflict Transformation (2008)Attitudes and Persuasion: Classic and Contemporary Approaches (1981)Interpersonal Relations: A Theory of Interdependence (1982)Getting to Yes: Negotiating Agreement Without Giving in (1987)THE SMART NEGOTIATOR: COGNITIVE ABILITY AND EMOTIONAL INTELLIGENCE IN NEGOTIATION (2004)Negotiation from a near and distant time perspective. (2006)Mental set and creative thought in social conflict: Threat rigidity versus motivated focus. (2008)The Presentation of Self in Everyday Life. (1956)Culture and the Self: Implications for Cognition, Emotion, and Motivation (1991)Supply Chain Psychological Contract Breach: An Experimental Study across National Cultures (2015)A Systems Perspective on Forgiveness in Organizations (2016)How Can It Be Made Right Again? A Review of Trust Repair Research (2022)The Presentation of Self in Everyday Life (2023)Statistical principles in experimental design. (1962)Research on Negotiation in Organizations (1990)Whatisthe Difference Between Organizational Culture and Organizational Climate? A Native's Point of View on a Decade of Paradigm Wars (1996)NEGOTIATION PROCESSES AND OUTCOMES IN PROSOCIALLY AND EGOISTICALLY MOTIVATED GROUPS (1999)Conflict stress and reduced well-being at work: The buffering effect of third-party help (2005)The consequences of faking anger in negotiations (2013)The Handbook of Social Psychology (1969)An Integrative Model Of Organizational Trust (1995)An Integrative Model of Organizational Trust (1995)Motivated information processing, social tuning, and group creativity. (2010)Interpersonal Trust within Negotiations: Meta-Analytic Evidence, Critical Contingencies, and Directions for Future Research (2013)The Theory of Games and Economic Behavior (1945)The Bargaining Problem (1950)The Evolution of Cooperation (1985)Ten Ways that Culture Affects Negotiating Style: Some Survey Results (1998)Challenges to peacebuilding: managing spoilers during conflict resolution (2007)Bargaining Power and Negotiation Tactics: The Negotiations on the EU's Financial Perspective, 2007–13 (2010)The Social Construction of Reality (1967)Family Communication Patterns and Conflict Styles in Chinese Parent-Child Relationships (2007)Antecedents and outcomes of a fourfold taxonomy of work-family balance in Chinese employed parents. (2009)Harmony and Conflict: A Cross-Cultural Investigation in China and Australia (2010)Social Construction of Reality (2020)The file drawer problem and tolerance for null results. (1979)Statistical Methods for Meta-Analysis (1988)Meta-Analytic Procedures for Social Research (1991)Positive affect and decision frame in negotiation (2007)
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  • 1992Models of conflict, negotiation and third party intervention: A review and synthesis326 cited
  • 2006Motivated information processing, strategic choice, and the quality of negotiated agreement.270 cited
  • 1980Attributions and communication in roommate conflicts245 cited
  • 1994Determinants of Compromising Behavior in Negotiation239 cited
  • 2009Repairing relationship conflict: how Violation types and culture influence The effectiveness of restoration Rituals237 cited
  • 1998Social motives and trust in integrative negotiation: The disruptive effects of punitive capability.215 cited
  • 1998Share and Share Alike or Winner Take All?: The Influence of Social Value Orientation upon Choice and Recall of Negotiation Heuristics209 cited
  • 1997Guanxi and Mientze: Conflict Resolution in Chinese Society209 cited
  • 1995Two Paradigms of Negotiation: Bargaining and Problem Solving208 cited
  • 1986Stages, Turning Points, and Crises185 cited
  • 1985Integrative complexity of American and Soviet foreign policy rhetoric: A time-series analysis.180 cited
  • 1984Seller and Buying Firm Factors Affecting Industrial Buyers' Negotiation Behavior and Outcomes180 cited
  • 2002Integrative and Distributive Negotiation in Small Groups: Effects of Task Structure, Decision Rule, and Social Motive172 cited

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  • 1982CODING VERBAL CONFLICT TACTICS: NONVERBAL AND PERCEPTUAL CORRELATES OF THE "AVOIDANCE-DISTRIBUTIVE-INTEGRATIVE" DISTINCTION166 cited
  • 2005Conflict's consequences: Effects of social motives on postnegotiation creative and convergent group functioning and performance.155 cited
  • 2004Negotiating interests or values and reaching integrative agreements: the importance of time pressure and temporary impasses141 cited