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Integrative bargaining in a competitive market

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  • Bazerman, Max H.
  • Magliozzi, Thomas
  • Neale, Margaret A.
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    Bibliographic Info

    Article provided by Elsevier in its journal Organizational Behavior and Human Decision Processes.

    Volume (Year): 35 (1985)
    Issue (Month): 3 (June)
    Pages: 294-313

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    Handle: RePEc:eee:jobhdp:v:35:y:1985:i:3:p:294-313

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    Web page: http://www.elsevier.com/locate/obhdp

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    Cited by:
    1. Kim, Peter H., 1997. "Strategic Timing in Group Negotiations: The Implications of Forced Entry and Forced Exit for Negotiators with Unequal Power," Organizational Behavior and Human Decision Processes, Elsevier, vol. 71(3), pages 263-286, September.
    2. Kray, Laura J. & Galinsky, Adam D. & Thompson, Leigh, 2002. "Reversing the Gender Gap in Negotiations: An Exploration of Stereotype Regeneration," Organizational Behavior and Human Decision Processes, Elsevier, vol. 87(2), pages 386-410, March.
    3. Bereby-Meyer, Yoella & Moran, Simone & Unger-Aviram, Esther, 2004. "When performance goals deter performance: Transfer of skills in integrative negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 93(2), pages 142-154, March.
    4. SHALEV, Jonathan, 1997. "Loss aversion and bargaining," CORE Discussion Papers 1997006, Université catholique de Louvain, Center for Operations Research and Econometrics (CORE).
    5. Blount, Sally & Larrick, Richard P., 2000. "Framing the Game: Examining Frame Choice in Bargaining," Organizational Behavior and Human Decision Processes, Elsevier, vol. 81(1), pages 43-71, January.
    6. Kingsman, Brian G. & de Souza, Antonio Artur, 1997. "A knowledge-based decision support system for cost estimation and pricing decisions in versatile manufacturing companies," International Journal of Production Economics, Elsevier, vol. 53(2), pages 119-139, November.
    7. Anderson, Cameron & Shirako, Aiwa, 2007. "The Origins of Reputation: Behavior, Visibility, and Personality," Institute for Research on Labor and Employment, Working Paper Series qt6g1349fv, Institute of Industrial Relations, UC Berkeley.
    8. Burson, Katherine A. & Faro, David & Rottenstreich, Yuval, 2010. "ABCs of principal-agent interactions: Accurate predictions, biased processes, and contrasts between working and delegating," Organizational Behavior and Human Decision Processes, Elsevier, vol. 113(1), pages 1-12, September.
    9. Kuhberger, Anton, 1998. "The Influence of Framing on Risky Decisions: A Meta-analysis," Organizational Behavior and Human Decision Processes, Elsevier, vol. 75(1), pages 23-55, July.
    10. Ghosh, Dipankar, 2000. "Complementary arrangements of organizational factors and outcomes of negotiated transfer price," Accounting, Organizations and Society, Elsevier, vol. 25(7), pages 661-682, October.
    11. Trötschel, Roman & Bündgens, Silke & Hüffmeier, Joachim & Loschelder, David D., 2013. "Promoting prevention success at the bargaining table: Regulatory focus in distributive negotiations," Journal of Economic Psychology, Elsevier, vol. 38(C), pages 26-39.
    12. Ganzach, Yoav & Karsahi, Nili, 1995. "Message framing and buying behavior: A field experiment," Journal of Business Research, Elsevier, vol. 32(1), pages 11-17, January.
    13. Svend Otto Remøe, . "Rushing to REGINN: The evolution of a semi-institutional approach," STEP Working paper series A0299, The STEP Group, Studies in technology, innovation and economic policy.

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