Negotiator cognitions: A descriptive approach to negotiators' understanding of their opponents
Download full text from publisher
As the access to this document is restricted, you may want to search for a different version of it.
CitationsCitations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
- Daniels, David P. & Neale, Margaret A. & Greer, Lindred L., 2017. "Spillover bias in diversity judgment," Organizational Behavior and Human Decision Processes, Elsevier, vol. 139(C), pages 92-105.
- Gary Charness & Dan Levin, 2009.
"The Origin of the Winner's Curse: A Laboratory Study,"
American Economic Journal: Microeconomics,
American Economic Association, vol. 1(1), pages 207-236, February.
- Gary Charness & Dan Levin, 2005. "The Origin of the Winner’s Curse: A Laboratory Study," Levine's Bibliography 666156000000000602, UCLA Department of Economics.
- JS Armstrong & Philip D. Hutcherson, 2005. "Predicting The Outcome of Marketing Negotiations: Role-Playing versus Unaided Opinions," General Economics and Teaching 0502040, EconWPA.
- Carroll, John S., 1948-, 1990. "Improving negotiators' cognitions," Working papers 3116-90., Massachusetts Institute of Technology (MIT), Sloan School of Management.
- Camerer, Colin & Nunnari, Salvatore & Palfrey, Thomas R., 2016. "Quantal response and nonequilibrium beliefs explain overbidding in maximum-value auctions," Games and Economic Behavior, Elsevier, vol. 98(C), pages 243-263.
- Malhotra, Deepak, 2004. "Trust and reciprocity decisions: The differing perspectives of trustors and trusted parties," Organizational Behavior and Human Decision Processes, Elsevier, vol. 94(2), pages 61-73, July.
- Iris Bohnet & Stephan Meier, 2005. "Deciding to distrust," Public Policy Discussion Paper 05-4, Federal Reserve Bank of Boston.
- Guarino, Antonio & Huck, Steffen & Jeitschko, Thomas D., 2006. "Averting economic collapse and the solipsism bias," Games and Economic Behavior, Elsevier, vol. 57(2), pages 264-285, November.
- Hales, Jeffrey, 2009. "Are investors really willing to agree to disagree? An experimental investigation of how disagreement and attention to disagreement affect trading behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 108(2), pages 230-241, March.
- Van Poucke, Dirk & Buelens, Marc, 2002. "Predicting the outcome of a two-party price negotiation: Contribution of reservation price, aspiration price and opening offer," Journal of Economic Psychology, Elsevier, vol. 23(1), pages 67-76, February.
- Messick, David M. & Moore, Don A. & Bazerman, Max H., 1997. "Ultimatum Bargaining with a Group: Underestimating the Importance of the Decision Rule," Organizational Behavior and Human Decision Processes, Elsevier, vol. 69(2), pages 87-101, February.
More about this item
StatisticsAccess and download statistics
All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jobhdp:v:41:y:1988:i:3:p:352-370. See general information about how to correct material in RePEc.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Dana Niculescu). General contact details of provider: http://www.elsevier.com/locate/obhdp .
If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.
We have no references for this item. You can help adding them by using this form .
If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.
Please note that corrections may take a couple of weeks to filter through the various RePEc services.