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Non-linear Preference Functions and Negotiated Outcomes

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  • Northcraft, Gregory B.
  • Preston, Jared N.
  • Neale, Margaret A.
  • Kim, Peter H.
  • Thomas-Hunt, Melissa C.
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    File URL: http://www.sciencedirect.com/science/article/B6WP2-45KNB7H-B/2/d088a41466c5c5f6e1646ad5bb8b8877
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    Bibliographic Info

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

    Volume (Year): 73 (1998)
    Issue (Month): 1 (January)
    Pages: 54-75

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    Handle: RePEc:eee:jobhdp:v:73:y:1998:i:1:p:54-75

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

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    1. Kahneman, Daniel & Tversky, Amos, 1979. "Prospect Theory: An Analysis of Decision under Risk," Econometrica, Econometric Society, vol. 47(2), pages 263-91, March.
    2. 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.
    3. Johnson, Paul E. & Jamal, Karim & Berryman, R. Glen, 1991. "Effects of framing on auditor decisions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 50(1), pages 75-105, October.
    4. Jeryl L. Mumpower, 1991. "The Judgment Policies of Negotiators and the Structure of Negotiation Problems," Management Science, INFORMS, vol. 37(10), pages 1304-1324, October.
    5. Larrick, Richard P. & Boles, Terry L., 1995. "Avoiding Regret in Decisions with Feedback: A Negotiation Example," Organizational Behavior and Human Decision Processes, Elsevier, vol. 63(1), pages 87-97, July.
    6. Jeff T. Casey, 1995. "Predicting Buyer-Seller Pricing Disparities," Management Science, INFORMS, vol. 41(6), pages 979-999, June.
    7. Hirst, D. Eric & Joyce, Edward J. & Schadewald, Michael S., 1994. "Mental Accounting and Outcome Contiguity in Consumer-Borrowing Decisions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 58(1), pages 136-152, April.
    8. Dunegan, Kenneth J., 1996. "Fines, Frames, and Images: Examining Formulation Effects on Punishment Decisions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 68(1), pages 58-67, October.
    9. Leclerc, France & Schmitt, Bernd H & Dube, Laurette, 1995. " Waiting Time and Decision Making: Is Time like Money?," Journal of Consumer Research, University of Chicago Press, vol. 22(1), pages 110-19, June.
    10. Richard A. D'Aveni, 1989. "Dependability and Organizational Bankruptcy: An Application of Agency and Prospect Theory," Management Science, INFORMS, vol. 35(9), pages 1120-1138, September.
    11. Hilty, John A. & Carnevale, Peter J., 1993. "Black-Hat/White-Hat Strategy in Bilateral Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 55(3), pages 444-469, August.
    12. Kahneman, Daniel, 1992. "Reference points, anchors, norms, and mixed feelings," Organizational Behavior and Human Decision Processes, Elsevier, vol. 51(2), pages 296-312, March.
    13. Neale, Margaret A. & Northcraft, Gregory B., 1986. "Experts, amateurs, and refrigerators: Comparing expert and amateur negotiators in a novel task," Organizational Behavior and Human Decision Processes, Elsevier, vol. 38(3), pages 305-317, December.
    14. Pritchard, Robert D. & Roth, Patricia Galgay, 1991. "Accounting for nonlinear utility functions in composite measures of productivity and performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 50(2), pages 341-359, December.
    15. Hersh Shefrin & Meir Statman, 1993. "Behavioral Aspects of the Design and Marketing of Financial Products," Financial Management, Financial Management Association, vol. 22(2), Summer.
    16. Schweitzer, Maurice, 1995. "Multiple Reference Points, Framing, and the Status Quo Bias in Health Care Financing Decisions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 63(1), pages 69-72, July.
    17. Schepanski, A. & Shearer, T., 1995. "A Prospect Theory Account of the Income Tax Withholding Phenomenon," Organizational Behavior and Human Decision Processes, Elsevier, vol. 63(2), pages 174-186, August.
    18. Paese, Paul W., 1995. "Effects of Framing on Actual Time Allocation Decisions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 61(1), pages 67-76, January.
    19. Bottom, William P. & Studt, Amy, 1993. "Framing Effects and the Distributive Aspect of Integrative Bargaining," Organizational Behavior and Human Decision Processes, Elsevier, vol. 56(3), pages 459-474, December.
    20. Pinkley, Robin L. & Griffith, Terri L. & Northcraft, Gregory B., 1995. ""Fixed Pie" a la Mode: Information Availability, Information Processing, and the Negotiation of Suboptimal Agreements," Organizational Behavior and Human Decision Processes, Elsevier, vol. 62(1), pages 101-112, April.
    21. de Dreu, Carsten K. W. & Carnevale, Peter J. D. & Emans, Ben J. M. & van de Vliert, Evert, 1994. "Effects of Gain-Loss Frames in Negotiation: Loss Aversion, Mismatching, and Frame Adoption," Organizational Behavior and Human Decision Processes, Elsevier, vol. 60(1), pages 90-107, October.
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