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Agents as information brokers: The effects of information disclosure on negotiated outcomes

Author

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  • Valley, Kathleen L.
  • White, Sally Blount
  • Neale, Margaret A.
  • Bazerman, Max H.

Abstract

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Suggested Citation

  • Valley, Kathleen L. & White, Sally Blount & Neale, Margaret A. & Bazerman, Max H., 1992. "Agents as information brokers: The effects of information disclosure on negotiated outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 51(2), pages 220-236, March.
    • Handle: RePEc:eee:jobhdp:v:51:y:1992:i:2:p:220-236
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    Citations

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    Cited by:

    1. Jonas, Eva & Frey, Dieter, 2003. "Information search and presentation in advisor-client interactions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 91(2), pages 154-168, July.
    2. Dean Gatzlaff & Peng Liu, 2013. "List Price Information in the Negotiation of Commercial Real Estate Transactions: Is Silence Golden?," The Journal of Real Estate Finance and Economics, Springer, vol. 47(4), pages 760-786, November.
    3. Meghan R. Busse & Ayelet Israeli & Florian Zettelmeyer, 2013. "Repairing the Damage: The Effect of Price Expectations on Auto-Repair Price Quotes," NBER Working Papers 19154, National Bureau of Economic Research, Inc.
    4. Michael Dinkel, 2012. "Human behaviour - an underappreciated factor in real estate transaction analyses," ERES eres2012_108, European Real Estate Society (ERES).
    5. Gary E. Bolton & Kalyan Chatterjee & Kathleen L. McGinn, 2013. "How Communication Links Influence Coalition Bargaining: A Laboratory Investigation," World Scientific Book Chapters, in: Bargaining in the Shadow of the Market Selected Papers on Bilateral and Multilateral Bargaining, chapter 6, pages 113-128, World Scientific Publishing Co. Pte. Ltd..
    6. Andrew M. Carton & Basima A. Tewfik, 2016. "Perspective—A New Look at Conflict Management in Work Groups," Organization Science, INFORMS, vol. 27(5), pages 1125-1141, October.
    7. Julia Bogacki & Peter Letmathe, 2021. "Representatives of future generations as promoters of sustainability in corporate decision processes," Business Strategy and the Environment, Wiley Blackwell, vol. 30(1), pages 237-251, January.
    8. Fiona Scott Morton & Jorge Silva-Risso & Florian Zettelmeyer, 2011. "What matters in a price negotiation: Evidence from the U.S. auto retailing industry," Quantitative Marketing and Economics (QME), Springer, vol. 9(4), pages 365-402, December.
    9. Gregory E. Kersten & Tomasz Wachowicz & Margaret Kersten, 2016. "Competition, Transparency, and Reciprocity: A Comparative Study of Auctions and Negotiations," Group Decision and Negotiation, Springer, vol. 25(4), pages 693-722, July.
    10. Bowles, Hannah Riley & Babcock, Linda & McGinn, Kathleen L., 2005. "Constraints and Triggers: Situational Mechanics of Gender in Negotiation," Working Paper Series rwp05-051, Harvard University, John F. Kennedy School of Government.

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