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The Impact of Alternatives to Settlement in Dyadic Negotiation

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  • Pinkley, Robin L.
  • Neale, Margaret A.
  • Bennett, Rebecca J.
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    File URL: http://www.sciencedirect.com/science/article/B6WP2-45S99KP-6/2/56424e35a0ce7aec177a11e5520925e3
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    Bibliographic Info

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

    Volume (Year): 57 (1994)
    Issue (Month): 1 (January)
    Pages: 97-116

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    Handle: RePEc:eee:jobhdp:v:57:y:1994:i:1:p:97-116

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

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    Cited by:
    1. Kopelman, Shirli, 2009. "The effect of culture and power on cooperation in commons dilemmas: Implications for global resource management," Organizational Behavior and Human Decision Processes, Elsevier, vol. 108(1), pages 153-163, January.
    2. Van den Abbeele, Alexandra & Roodhooft, Filip & Warlop, Luk, 2009. "The effect of cost information on buyer-supplier negotiations in different power settings," Accounting, Organizations and Society, Elsevier, vol. 34(2), pages 245-266, February.
    3. Volkema, Roger J., 2009. "Why Dick and Jane don't ask: Getting past initiation barriers in negotiations," Business Horizons, Elsevier, vol. 52(6), pages 595-604, November.
    4. 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.
    5. Curhan, Jared R. & Neale, Margaret A. & Ross, Lee & Rosencranz-Engelmann, Jesse, 2008. "Relational accommodation in negotiation: Effects of egalitarianism and gender on economic efficiency and relational capital," Organizational Behavior and Human Decision Processes, Elsevier, vol. 107(2), pages 192-205, November.
    6. Overbeck, Jennifer R. & Neale, Margaret A. & Govan, Cassandra L., 2010. "I feel, therefore you act: Intrapersonal and interpersonal effects of emotion on negotiation as a function of social power," Organizational Behavior and Human Decision Processes, Elsevier, vol. 112(2), pages 126-139, July.
    7. Grant, Adam M. & Nurmohamed, Samir & Ashford, Susan J. & Dekas, Kathryn, 2011. "The performance implications of ambivalent initiative: The interplay of autonomous and controlled motivations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 116(2), pages 241-251.
    8. Miles, Edward W. & Clenney, Elizabeth F., 2012. "Extremely difficult negotiator goals: Do they follow the predictions of goal-setting theory?," Organizational Behavior and Human Decision Processes, Elsevier, vol. 118(2), pages 108-115.
    9. Sungu Armagan & Manuel Portugal Ferreira & Gerardo A. Okhuysen & Adam D. Galinsky, 2009. "Power and temporal commitment preference: An investigation in Portugal, Turkey, and the United States," Working Papers 42, globADVANTAGE, Polytechnic Institute of Leiria.

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