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Tough guys finish last: the perils of a distributive reputation

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  • Tinsley, Catherine H.
  • O'Connor, Kathleen M.
  • Sullivan, Brandon A.
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    File URL: http://www.sciencedirect.com/science/article/B6WP2-464XY99-4/2/fc88df0d5e87033da49516911cfb0612
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    Article provided by Elsevier in its journal Organizational Behavior and Human Decision Processes.

    Volume (Year): 88 (2002)
    Issue (Month): 2 (July)
    Pages: 621-642

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    Handle: RePEc:eee:jobhdp:v:88:y:2002:i:2:p:621-642

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    1. Mannix, Elizabeth A. & Tinsley, Catherine H. & Bazerman, Max, 1995. "Negotiating over Time: Impediments to Integrative Solutions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 62(3), pages 241-251, June.
    2. Northcraft, Gregory B. & Neale, Margaret A., 1987. "Experts, amateurs, and real estate: An anchoring-and-adjustment perspective on property pricing decisions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 39(1), pages 84-97, February.
    3. Ball, Sheryl B. & Bazerman, Max H. & Carroll, John S., 1991. "An evaluation of learning in the bilateral winner's curse," Organizational Behavior and Human Decision Processes, Elsevier, vol. 48(1), pages 1-22, February.
    4. Thompson, Leigh & Hastie, Reid, 1990. "Social perception in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 47(1), pages 98-123, October.
    5. Ghosh, Dipankar, 1996. "Nonstrategic Delay in Bargaining: An Experimental Investigation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 67(3), pages 312-325, September.
    6. Moore, Don A. & Kurtzberg, Terri R. & Thompson, Leigh L. & Morris, Michael W., 1999. "Long and Short Routes to Success in Electronically Mediated Negotiations: Group Affiliations and Good Vibrations, , , , , ," Organizational Behavior and Human Decision Processes, Elsevier, vol. 77(1), pages 22-43, January.
    7. Valley, Kathleen L. & Moag, Joseph & Bazerman, Max H., 1998. "'A matter of trust':: Effects of communication on the efficiency and distribution of outcomes," Journal of Economic Behavior & Organization, Elsevier, vol. 34(2), pages 211-238, February.
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    Cited by:
    1. Curhan, Jared R. & Elfenbein, Hillary Anger & Xu, Heng, 2005. "What do People Value when they Negotiate? Mapping the Domain of Subjective Value in Negotiation," Working papers 18234, Massachusetts Institute of Technology (MIT), Sloan School of Management.
    2. Berninghaus, Siegfried K. & Ehrhart, Karl-Martin & Ott, Marion, 2012. "Forward-looking behavior in Hawk–Dove games in endogenous networks: Experimental evidence," Games and Economic Behavior, Elsevier, vol. 75(1), pages 35-52.
    3. 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.
    4. Bowles, Hannah Riley & Babcock, Linda, 2008. "Relational Accounts: An Answer for Women to the Compensation Negotiation Dilemma," Working Paper Series rwp08-066, Harvard University, John F. Kennedy School of Government.

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