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Time pressure and closing of the mind in negotiation

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  • De Dreu, Carsten K. W.
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    File URL: http://www.sciencedirect.com/science/article/B6WP2-48VTFFK-8/2/6339203bdb5f1ca3f103fe6a032123e6
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    Bibliographic Info

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

    Volume (Year): 91 (2003)
    Issue (Month): 2 (July)
    Pages: 280-295

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    Handle: RePEc:eee:jobhdp:v:91:y:2003:i:2:p:280-295

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

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    1. 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.
    2. Thompson, Leigh & Hastie, Reid, 1990. "Social perception in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 47(1), pages 98-123, October.
    3. Chu, P. C. & Spires, Eric E., 2001. "Does Time Constraint on Users Negate the Efficacy of Decision Support Systems?," Organizational Behavior and Human Decision Processes, Elsevier, vol. 85(2), pages 226-249, July.
    4. Gelfand, Michele J. & Christakopoulou, Sophia, 1999. "Culture and Negotiator Cognition: Judgment Accuracy and Negotiation Processes in Individualistic and Collectivistic Cultures, , , ," Organizational Behavior and Human Decision Processes, Elsevier, vol. 79(3), pages 248-269, September.
    5. Mayseless, Ofra & Kruglanski, Arie W., 1987. "What makes you so sure? Effects of epistemic motivations on judgmental confidence," Organizational Behavior and Human Decision Processes, Elsevier, vol. 39(2), pages 162-183, April.
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    Cited by:
    1. 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.
    2. Leroy, Sophie, 2009. "Why is it so hard to do my work? The challenge of attention residue when switching between work tasks," Organizational Behavior and Human Decision Processes, Elsevier, vol. 109(2), pages 168-181, July.
    3. Dane, Erik & Rockmann, Kevin W. & Pratt, Michael G., 2012. "When should I trust my gut? Linking domain expertise to intuitive decision-making effectiveness," Organizational Behavior and Human Decision Processes, Elsevier, vol. 119(2), pages 187-194.
    4. Mohammed, Susan & Harrison, David A., 2013. "The clocks that time us are not the same: A theory of temporal diversity, task characteristics, and performance in teams," Organizational Behavior and Human Decision Processes, Elsevier, vol. 122(2), pages 244-256.
    5. Loewenstein, Jeffrey & Morris, Michael W. & Chakravarti, Agnish & Thompson, Leigh & Kopelman, Shirli, 2005. "At a loss for words: Dominating the conversation and the outcome in negotiation as a function of intricate arguments and communication media," Organizational Behavior and Human Decision Processes, Elsevier, vol. 98(1), pages 28-38, September.
    6. Amit, Adi & Sagiv, Lilach, 2013. "The role of epistemic motivation in individuals’ response to decision complexity," Organizational Behavior and Human Decision Processes, Elsevier, vol. 121(1), pages 104-117.

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