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Experts, amateurs, and refrigerators: Comparing expert and amateur negotiators in a novel task

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  • Neale, Margaret A.
  • Northcraft, Gregory B.

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  • Neale, Margaret A. & Northcraft, Gregory B., 1986. "Experts, amateurs, and refrigerators: Comparing expert and amateur negotiators in a novel task," Organizational Behavior and Human Decision Processes, Elsevier, vol. 38(3), pages 305-317, December.
  • Handle: RePEc:eee:jobhdp:v:38:y:1986:i:3:p:305-317
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    Citations

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    Cited by:

    1. repec:spr:grdene:v:17:y:2008:i:4:d:10.1007_s10726-007-9097-3 is not listed on IDEAS
    2. Brett, Jeanne & Thompson, Leigh, 2016. "Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 136(C), pages 68-79.
    3. repec:eee:ijrema:v:27:y:2010:i:1:p:69-82 is not listed on IDEAS
    4. Kim, Peter H., 1997. "When What You KnowCanHurt You: A Study of Experiential Effects on Group Discussion and Performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 69(2), pages 165-177, February.
    5. Northcraft, Gregory B. & Preston, Jared N. & Neale, Margaret A. & Kim, Peter H. & Thomas-Hunt, Melissa C., 1998. "Non-linear Preference Functions and Negotiated Outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 73(1), pages 54-75, January.
    6. Littlepage, Glenn & Robison, William & Reddington, Kelly, 1997. "Effects of Task Experience and Group Experience on Group Performance, Member Ability, and Recognition of Expertise," Organizational Behavior and Human Decision Processes, Elsevier, vol. 69(2), pages 133-147, February.
    7. Buelens, M. & Van De Woesteyne, M. & Steven Mestdagh & Dave Bouckenooghe, 2007. "Research methods in negotiation: 1965-2004," Vlerick Leuven Gent Management School Working Paper Series 2007-7, Vlerick Leuven Gent Management School.
    8. 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.
    9. Ricchiute, David N., 1997. "Effects of Judgment on Memory: Experiments in Recognition Bias and Process Dissociation in a Professional Judgment Task," Organizational Behavior and Human Decision Processes, Elsevier, vol. 70(1), pages 27-39, April.

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