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Strategic Timing in Group Negotiations: The Implications of Forced Entry and Forced Exit for Negotiators with Unequal Power

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  • Kim, Peter H.
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    File URL: http://www.sciencedirect.com/science/article/B6WP2-45S97BC-2/2/2f5ab0d2ca3f38862d0fe4cbe45de095
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    Article provided by Elsevier in its journal Organizational Behavior and Human Decision Processes.

    Volume (Year): 71 (1997)
    Issue (Month): 3 (September)
    Pages: 263-286

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    Handle: RePEc:eee:jobhdp:v:71:y:1997:i:3:p:263-286

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

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    1. Mannix, Elizabeth A., 1993. "Organizations as Resource Dilemmas: The Effects of Power Balance on Coalition Formation in Small Groups," Organizational Behavior and Human Decision Processes, Elsevier, vol. 55(1), pages 1-22, June.
    2. Bazerman, Max H. & Magliozzi, Thomas & Neale, Margaret A., 1985. "Integrative bargaining in a competitive market," Organizational Behavior and Human Decision Processes, Elsevier, vol. 35(3), pages 294-313, June.
    3. Tripp, Thomas M. & Sondak, Harris, 1992. "An evaluation of dependent variables in experimental negotiation studies: Impasse rates and pareto efficiency," Organizational Behavior and Human Decision Processes, Elsevier, vol. 51(2), pages 273-295, March.
    4. Pinkley, Robin L. & Neale, Margaret A. & Bennett, Rebecca J., 1994. "The Impact of Alternatives to Settlement in Dyadic Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 57(1), pages 97-116, January.
    5. Huber, Vandra L. & Neale, Margaret A., 1986. "Effects of cognitive heuristics and goals on negotiator performance and subsequent goal setting," Organizational Behavior and Human Decision Processes, Elsevier, vol. 38(3), pages 342-365, December.
    6. Kim, Peter H., 1997. "When What You KnowCanHurt You: A Study of Experiential Effects on Group Discussion and Performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 69(2), pages 165-177, February.
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    Cited by:
    1. Schweitzer, Maurice E. & Hershey, John C. & Bradlow, Eric T., 2006. "Promises and lies: Restoring violated trust," Organizational Behavior and Human Decision Processes, Elsevier, vol. 101(1), pages 1-19, September.
    2. Kim, Peter H. & Cooper, Cecily D. & Dirks, Kurt T. & Ferrin, Donald L., 2013. "Repairing trust with individuals vs. groups," Organizational Behavior and Human Decision Processes, Elsevier, vol. 120(1), pages 1-14.

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