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Negotiator cognitions: A descriptive approach to negotiators' understanding of their opponents

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  • Carroll, John S.
  • Bazerman, Max H.
  • Maury, Robin

Abstract

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Suggested Citation

  • Carroll, John S. & Bazerman, Max H. & Maury, Robin, 1988. "Negotiator cognitions: A descriptive approach to negotiators' understanding of their opponents," Organizational Behavior and Human Decision Processes, Elsevier, vol. 41(3), pages 352-370, June.
    • Handle: RePEc:eee:jobhdp:v:41:y:1988:i:3:p:352-370
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    Cited by:

    1. 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.
    2. Vincent P. Crawford & Miguel A. Costa-Gomes & Nagore Iriberri, 2013. "Structural Models of Nonequilibrium Strategic Thinking: Theory, Evidence, and Applications," Journal of Economic Literature, American Economic Association, vol. 51(1), pages 5-62, March.
    3. Christina Fang & Sari Carp & Zur Shapira, 2011. "Prior Divergence: Do Researchers and Participants Share the Same Prior Probability Distributions?," Discussion Paper Series dp587, The Federmann Center for the Study of Rationality, the Hebrew University, Jerusalem.
    4. Dolly Chugh & Max Bazerman, 2007. "Bounded awareness: what you fail to see can hurt you," Mind & Society: Cognitive Studies in Economics and Social Sciences, Springer;Fondazione Rosselli, vol. 6(1), pages 1-18, June.
    5. Ellen Garbarino & Robert Slonim, 2007. "Preferences and decision errors in the winner’s curse," Journal of Risk and Uncertainty, Springer, vol. 34(3), pages 241-257, June.
    6. Gary Bornstein & Zohar Gilula, 2003. "Between-Group Communication and Conflict Resolution in Assurance and Chicken Games," Journal of Conflict Resolution, Peace Science Society (International), vol. 47(3), pages 326-339, June.
    7. Brit Grosskopf & Yoella Bereby-Meyer & Max Bazerman, 2007. "On the Robustness of the Winner’s Curse Phenomenon," Theory and Decision, Springer, vol. 63(4), pages 389-418, December.
    8. Jennifer J. Halpern, 1994. "The Effect of Friendship on Personal Business Transactions," Journal of Conflict Resolution, Peace Science Society (International), vol. 38(4), pages 647-664, December.
    9. 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.
    10. Elanor F. Williams & Alicea Lieberman & On Amir, 2021. "Perspective neglect: Inadequate perspective taking limits coordination," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 16(4), pages 898-931, July.
    11. Xavier Gabaix, 2017. "Behavioral Inattention," NBER Working Papers 24096, National Bureau of Economic Research, Inc.
    12. 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.
    13. Nelson Lau & Yakov Bart & J. Neil Bearden & Ilia Tsetlin, 2014. "Exploding Offers Can Blow Up in More Than One Way," Decision Analysis, INFORMS, vol. 11(3), pages 171-188, September.
    14. 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.
    15. 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.
    16. Gary Bornstein & Danny Mingelgrin & Christel Rutte, 1996. "The Effects of Within-Group Communication on Group Decision and Individual Choice in the Assurance and Chicken Team Games," Journal of Conflict Resolution, Peace Science Society (International), vol. 40(3), pages 486-501, September.
    17. 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.
    18. 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.
    19. Bohnet, Iris & Meier, Stephan, 2005. "Deciding to Distrust," Working Paper Series rwp05-049, Harvard University, John F. Kennedy School of Government.
    20. 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.
    21. JS Armstrong & Philip D. Hutcherson, 2005. "Predicting The Outcome of Marketing Negotiations: Role-Playing versus Unaided Opinions," General Economics and Teaching 0502040, University Library of Munich, Germany.
    22. Gary Bornstein & Zohar Gilula, 2002. "The effect of between-group communication on conflict resolution in the Assurance and Chicken team games," Discussion Paper Series dp296, The Federmann Center for the Study of Rationality, the Hebrew University, Jerusalem.
    23. Carroll, John S., 1948-, 1990. "Improving negotiators' cognitions," Working papers 3116-90., Massachusetts Institute of Technology (MIT), Sloan School of Management.
    24. Chang, Linda & Cheng, Mandy & Trotman, Ken T., 2008. "The effect of framing and negotiation partner's objective on judgments about negotiated transfer prices," Accounting, Organizations and Society, Elsevier, vol. 33(7-8), pages 704-717.
    25. Jennifer J. Halpern, 1997. "Elements of a Script for Friendship in Transactions," Journal of Conflict Resolution, Peace Science Society (International), vol. 41(6), pages 835-868, December.

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