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The Impact of Alternatives to Settlement in Dyadic Negotiation

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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. Leonardelli, Geoffrey J. & Gu, Jun & McRuer, Geordie & Medvec, Victoria Husted & Galinsky, Adam D., 2019. "Multiple equivalent simultaneous offers (MESOs) reduce the negotiator dilemma: How a choice of first offers increases economic and relational outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 152(C), pages 64-83.
  3. Yossi Maaravi & Asya Pazy & Yoav Ganzach, 2011. "Pay as much as you can afford: Counterpart's ability to pay and first offers in negotiation," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 6(4), pages 275-282, June.
  4. repec:cup:judgdm:v:6:y:2011:i:4:p:275-282 is not listed on IDEAS
  5. Schaerer, Michael & Loschelder, David D. & Swaab, Roderick I., 2016. "Bargaining zone distortion in negotiations: The elusive power of multiple alternatives," Organizational Behavior and Human Decision Processes, Elsevier, vol. 137(C), pages 156-171.
  6. Hart, Einav & Schweitzer, Maurice E., 2020. "Getting to less: When negotiating harms post-agreement performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 156(C), pages 155-175.
  7. Dinh Tran Ngoc Huy & Nguyen Trong Diep, 2023. "Further Analysis of Some Northen Asian Corporate Governance Standards After the Global Crisis: Cases in Bangladesh and Mongolia," International Journal of Asian Business and Information Management (IJABIM), IGI Global, vol. 14(1), pages 1-15, January.
  8. Yossi Maaravi & Orly Idan & Guy Hochman, 2019. "And sympathy is what we need my friend—Polite requests improve negotiation results," PLOS ONE, Public Library of Science, vol. 14(3), pages 1-22, March.
  9. Cabaleiro, Goretti, 2019. "Sources of appropriation capacity in licensing agreements," Technovation, Elsevier, vol. 86, pages 48-61.
  10. Yossi Maaravi & Boaz Hameiri, 2019. "Deep Pockets and Poor Results: The Effect of Wealth Cues on First Offers in Negotiation," Group Decision and Negotiation, Springer, vol. 28(1), pages 43-62, February.
  11. McCarter, Matthew W. & Wade-Benzoni, Kimberly A. & Kamal, Darcy K. Fudge & Bang, H. Min & Hyde, Steven J. & Maredia, Reshma, 2020. "Models of intragroup conflict in management: A literature review," Journal of Economic Behavior & Organization, Elsevier, vol. 178(C), pages 925-946.
  12. Lee, Alice J. & Loschelder, David D. & Schweinsberg, Martin & Mason, Malia F. & Galinsky, Adam D., 2018. "Too precise to pursue: How precise first offers create barriers-to-entry in negotiations and markets," Organizational Behavior and Human Decision Processes, Elsevier, vol. 148(C), pages 87-100.
  13. Hart, Einav & Schweitzer, Maurice E., 2022. "When we should care more about relationships than favorable deal terms in negotiation: The economic relevance of relational outcomes (ERRO)," Organizational Behavior and Human Decision Processes, Elsevier, vol. 168(C).
  14. Kopelman, Shirli, 2009. "The effect of culture and power on cooperation in commons dilemmas: Implications for global resource management," Organizational Behavior and Human Decision Processes, Elsevier, vol. 108(1), pages 153-163, January.
  15. Brett, Jeanne & Thompson, Leigh, 2016. "Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 136(C), pages 68-79.
  16. Sungu Armagan & Manuel Portugal Ferreira & Gerardo A. Okhuysen & Adam D. Galinsky, 2009. "Power and temporal commitment preference: An investigation in Portugal, Turkey, and the United States," Working Papers 42, globADVANTAGE, Polytechnic Institute of Leiria.
  17. Miles, Edward W. & Clenney, Elizabeth F., 2012. "Extremely difficult negotiator goals: Do they follow the predictions of goal-setting theory?," Organizational Behavior and Human Decision Processes, Elsevier, vol. 118(2), pages 108-115.
  18. Ma, Anyi & Yang, Yu & Savani, Krishna, 2019. "“Take it or leave it!” A choice mindset leads to greater persistence and better outcomes in negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 153(C), pages 1-12.
  19. Kim, Peter H., 1997. "Strategic Timing in Group Negotiations: The Implications of Forced Entry and Forced Exit for Negotiators with Unequal Power," Organizational Behavior and Human Decision Processes, Elsevier, vol. 71(3), pages 263-286, September.
  20. Daniel Druckman & Bennett Ramberg & Richard Harris, 2002. "Computer-Assisted International Negotiation: A Tool for Research and Practice," Group Decision and Negotiation, Springer, vol. 11(3), pages 231-256, May.
  21. Pinkley, Robin L. & Conlon, Donald E. & Sawyer, John E. & Sleesman, Dustin J. & Vandewalle, Don & Kuenzi, Maribeth, 2019. "The power of phantom alternatives in negotiation: How what could be haunts what is," Organizational Behavior and Human Decision Processes, Elsevier, vol. 151(C), pages 34-48.
  22. Stephen E. Weiss, 2012. "Negotiators’ Effectiveness with Mixed Agendas: An Empirical Exploration of Tasks, Decisions and Performance Criteria," Group Decision and Negotiation, Springer, vol. 21(3), pages 255-290, May.
  23. Overbeck, Jennifer R. & Neale, Margaret A. & Govan, Cassandra L., 2010. "I feel, therefore you act: Intrapersonal and interpersonal effects of emotion on negotiation as a function of social power," Organizational Behavior and Human Decision Processes, Elsevier, vol. 112(2), pages 126-139, July.
  24. Curhan, Jared R. & Neale, Margaret A. & Ross, Lee & Rosencranz-Engelmann, Jesse, 2008. "Relational accommodation in negotiation: Effects of egalitarianism and gender on economic efficiency and relational capital," Organizational Behavior and Human Decision Processes, Elsevier, vol. 107(2), pages 192-205, November.
  25. Grant, Adam M. & Nurmohamed, Samir & Ashford, Susan J. & Dekas, Kathryn, 2011. "The performance implications of ambivalent initiative: The interplay of autonomous and controlled motivations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 116(2), pages 241-251.
  26. Backhaus, & Pesch,, 2018. "Verhandlungen – Spiegeln die Lehrbücher den Stand der Forschung wider?," Die Unternehmung - Swiss Journal of Business Research and Practice, Nomos Verlagsgesellschaft mbH & Co. KG, vol. 72(1), pages 3-26.
  27. Brady, Garrett L. & Inesi, M. Ena & Mussweiler, Thomas, 2021. "The power of lost alternatives in negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 162(C), pages 59-80.
  28. Rebecca J. Wolfe & Kathleen L. Mcginn, 2005. "Perceived Relative Power and its Influence on Negotiations," Group Decision and Negotiation, Springer, vol. 14(1), pages 3-20, January.
  29. Gabriella Cacciotti & Deniz Ucbasaran, 2018. "Commentary: Blockholder Structures and Power Mechanisms in Family Firms," Entrepreneurship Theory and Practice, , vol. 42(2), pages 252-258, March.
  30. Vairam Arunachalam & William Dilla & Marjorie Shelley & Chris Chan, 1998. "Market Alternatives, Third Party Intervention, and Third Party Informedness in Negotiation," Group Decision and Negotiation, Springer, vol. 7(2), pages 81-107, March.
  31. Daisung Jang & Hyeran Choi & Jeffrey Loewenstein, 2021. "Integration Through Redefinition: Revisiting the Role of Negotiators’ Goals," Group Decision and Negotiation, Springer, vol. 30(5), pages 1113-1131, October.
  32. Tey, Kian Siong & Schaerer, Michael & Madan, Nikhil & Swaab, Roderick I., 2021. "The Impact of Concession Patterns on Negotiations: When and Why Decreasing Concessions Lead to a Distributive Disadvantage," Organizational Behavior and Human Decision Processes, Elsevier, vol. 165(C), pages 153-166.
  33. Roger Volkema, 2012. "Understanding initiation behavior in Brazilian negotiations: an analysis of four regional subcultures," Brazilian Business Review, Fucape Business School, vol. 9(2), pages 88-108, April.
  34. Anderson, Cameron & Thompson, Leigh L., 2004. "Affect from the top down: How powerful individuals' positive affect shapes negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 95(2), pages 125-139, November.
  35. Michael Ahearne & Yashar Atefi & Son K. Lam & Mohsen Pourmasoudi, 2022. "The future of buyer–seller interactions: a conceptual framework and research agenda," Journal of the Academy of Marketing Science, Springer, vol. 50(1), pages 22-45, January.
  36. Van den Abbeele, Alexandra & Roodhooft, Filip & Warlop, Luk, 2009. "The effect of cost information on buyer-supplier negotiations in different power settings," Accounting, Organizations and Society, Elsevier, vol. 34(2), pages 245-266, February.
  37. Ricky S. Wong & Susan Howard, 2017. "Blinded by Power: Untangling Mixed Results Regarding Power and Efficiency in Negotiation," Group Decision and Negotiation, Springer, vol. 26(2), pages 215-245, March.
  38. Wiltermuth, Scott S. & Raj, Medha & Wood, Adam, 2018. "How perceived power influences the consequences of dominance expressions in negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 146(C), pages 14-30.
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