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Integrative bargaining in a competitive market

Author

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  • Bazerman, Max H.
  • Magliozzi, Thomas
  • Neale, Margaret A.

Abstract

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Suggested Citation

  • Bazerman, Max H. & Magliozzi, Thomas & Neale, Margaret A., 1985. "Integrative bargaining in a competitive market," Organizational Behavior and Human Decision Processes, Elsevier, vol. 35(3), pages 294-313, June.
  • Handle: RePEc:eee:jobhdp:v:35:y:1985:i:3:p:294-313
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    Citations

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    Cited by:

    1. 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.
    2. Jonathan Shalev, 2002. "Loss Aversion and Bargaining," Theory and Decision, Springer, vol. 52(3), pages 201-232, May.
    3. Kuhberger, Anton, 1998. "The Influence of Framing on Risky Decisions: A Meta-analysis," Organizational Behavior and Human Decision Processes, Elsevier, vol. 75(1), pages 23-55, July.
    4. repec:eee:iburev:v:26:y:2017:i:3:p:592-603 is not listed on IDEAS
    5. Kingsman, Brian G. & de Souza, Antonio Artur, 1997. "A knowledge-based decision support system for cost estimation and pricing decisions in versatile manufacturing companies," International Journal of Production Economics, Elsevier, vol. 53(2), pages 119-139, November.
    6. Barkaoui, Ahmed & Dragicevic, Arnaud Z., 2016. "Nash bargaining and renegotiation with social preferences: case of the roundwood log supply contracts in the French timber market," Forest Policy and Economics, Elsevier, vol. 69(C), pages 90-100.
    7. Trötschel, Roman & Bündgens, Silke & Hüffmeier, Joachim & Loschelder, David D., 2013. "Promoting prevention success at the bargaining table: Regulatory focus in distributive negotiations," Journal of Economic Psychology, Elsevier, vol. 38(C), pages 26-39.
    8. Bereby-Meyer, Yoella & Moran, Simone & Unger-Aviram, Esther, 2004. "When performance goals deter performance: Transfer of skills in integrative negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 93(2), pages 142-154, March.
    9. Brett, Jeanne & Thompson, Leigh, 2016. "Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 136(C), pages 68-79.
    10. 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.
    11. Ganzach, Yoav & Karsahi, Nili, 1995. "Message framing and buying behavior: A field experiment," Journal of Business Research, Elsevier, vol. 32(1), pages 11-17, January.
    12. Ghosh, Dipankar, 2000. "Complementary arrangements of organizational factors and outcomes of negotiated transfer price," Accounting, Organizations and Society, Elsevier, vol. 25(7), pages 661-682, October.
    13. Kray, Laura J. & Galinsky, Adam D. & Thompson, Leigh, 2002. "Reversing the Gender Gap in Negotiations: An Exploration of Stereotype Regeneration," Organizational Behavior and Human Decision Processes, Elsevier, vol. 87(2), pages 386-410, March.
    14. 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.
    15. Wang, Jingguo & Zionts, Stanley, 2008. "Negotiating wisely: Considerations based on MCDM/MAUT," European Journal of Operational Research, Elsevier, vol. 188(1), pages 191-205, July.
    16. Phillips, Owen R. & Nagler, Amy M. & Menkhaus, Dale J. & Huang, Shanshan & Bastian, Christopher T., 2014. "Trading partner choice and bargaining culture in negotiations," Journal of Economic Behavior & Organization, Elsevier, vol. 105(C), pages 178-190.
    17. Svend Otto Remøe, "undated". "Rushing to REGINN: The evolution of a semi-institutional approach," STEP Working paper series A0299, The STEP Group, Studies in technology, innovation and economic policy.
    18. Blount, Sally & Larrick, Richard P., 2000. "Framing the Game: Examining Frame Choice in Bargaining," Organizational Behavior and Human Decision Processes, Elsevier, vol. 81(1), pages 43-71, January.
    19. Burson, Katherine A. & Faro, David & Rottenstreich, Yuval, 2010. "ABCs of principal-agent interactions: Accurate predictions, biased processes, and contrasts between working and delegating," Organizational Behavior and Human Decision Processes, Elsevier, vol. 113(1), pages 1-12, September.
    20. repec:spr:grdene:v:19:y:2010:i:3:d:10.1007_s10726-009-9181-y is not listed on IDEAS
    21. Kristensen, Henrik & Garling, Tommy, 1997. "Determinants of buyers' aspiration and reservation price," Journal of Economic Psychology, Elsevier, vol. 18(5), pages 487-503, September.
    22. repec:spr:grdene:v:7:y:1998:i:6:d:10.1023_a:1008615011578 is not listed on IDEAS
    23. repec:spr:grdene:v:17:y:2008:i:1:d:10.1007_s10726-007-9086-6 is not listed on IDEAS

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