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What makes negotiators happy? The differential effects of internal and external social comparisons on negotiator satisfaction

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  • Novemsky, Nathan
  • Schweitzer, Maurice E.
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    File URL: http://www.sciencedirect.com/science/article/B6WP2-4D1DDMM-1/2/4d8c63c348f50414f905c22230041608
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    Article provided by Elsevier in its journal Organizational Behavior and Human Decision Processes.

    Volume (Year): 95 (2004)
    Issue (Month): 2 (November)
    Pages: 186-197

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    Handle: RePEc:eee:jobhdp:v:95:y:2004:i:2:p:186-197

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    1. Oliver, Richard L. & Balakrishnan, P. V. (Sundar) & Barry, Bruce, 1994. "Outcome Satisfaction in Negotiation: A Test of Expectancy Disconfirmation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 60(2), pages 252-275, November.
    2. Rees, Albert, 1993. "The Role of Fairness in Wage Determination," Journal of Labor Economics, University of Chicago Press, vol. 11(1), pages 243-52, January.
    3. Naquin, Charles E., 2003. "The agony of opportunity in negotiation: Number of negotiable issues, counterfactual thinking, and feelings of satisfaction," Organizational Behavior and Human Decision Processes, Elsevier, vol. 91(1), pages 97-107, May.
    4. Barry, Bruce & Oliver, Richard L., 1996. "Affect in Dyadic Negotiation: A Model and Propositions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 67(2), pages 127-143, August.
    5. Blount, Sally & Thomas-Hunt, Melissa C. & Neale, Margaret A., 1996. "The Price Is Right--Or Is It? A Reference Point Model of Two-Party Price Negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 68(1), pages 1-12, October.
    6. Hsee, Christopher K., 1996. "The Evaluability Hypothesis: An Explanation for Preference Reversals between Joint and Separate Evaluations of Alternatives," Organizational Behavior and Human Decision Processes, Elsevier, vol. 67(3), pages 247-257, September.
    7. White, Sally Blount & Neale, Margaret A., 1994. "The Role of Negotiator Aspirations and Settlement Expectancies in Bargaining Outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 57(2), pages 303-317, February.
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    Cited by:
    1. Buunk, Abraham P. & Gibbons, Frederick X., 2007. "Social comparison: The end of a theory and the emergence of a field," Organizational Behavior and Human Decision Processes, Elsevier, vol. 102(1), pages 3-21, January.
    2. Posavac, Steven S. & Kardes, Frank R. & Josko Brakus, J., 2010. "Focus induced tunnel vision in managerial judgment and decision making: The peril and the antidote," Organizational Behavior and Human Decision Processes, Elsevier, vol. 113(2), pages 102-111, November.
    3. Patton, Charles & Balakrishnan, P.V. (Sundar), 2010. "The impact of expectation of future negotiation interaction on bargaining processes and outcomes," Journal of Business Research, Elsevier, vol. 63(8), pages 809-816, August.
    4. Oza, Shweta S. & Srivastava, Joydeep & Koukova, Nevena T., 2010. "How suspicion mitigates the effect of influence tactics," Organizational Behavior and Human Decision Processes, Elsevier, vol. 112(1), pages 1-10, May.

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