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An evaluation of dependent variables in experimental negotiation studies: Impasse rates and pareto efficiency

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  • Tripp, Thomas M.
  • Sondak, Harris

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  • Tripp, Thomas M. & Sondak, Harris, 1992. "An evaluation of dependent variables in experimental negotiation studies: Impasse rates and pareto efficiency," Organizational Behavior and Human Decision Processes, Elsevier, vol. 51(2), pages 273-295, March.
  • Handle: RePEc:eee:jobhdp:v:51:y:1992:i:2:p:273-295
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    1. Davis, James H., 1992. "Some compelling intuitions about group consensus decisions, theoretical and empirical research, and interpersonal aggregation phenomena: Selected examples 1950-1990," Organizational Behavior and Human Decision Processes, Elsevier, vol. 52(1), pages 3-38, June.
    2. Wright, William F. & Anderson, Urton, 1989. "Effects of situation familiarity and financial incentives on use of the anchoring and adjustment heuristic for probability assessment," Organizational Behavior and Human Decision Processes, Elsevier, vol. 44(1), pages 68-82, August.
    3. Ono, Kaoru & Tindale, R. Scott & Hulin, Charles L. & Davis, James H., 1988. "Intuition vs. deduction: Some thought experiments concerning Likert's linking-pin theory of organization," Organizational Behavior and Human Decision Processes, Elsevier, vol. 42(2), pages 135-154, October.
    4. Ritov, Ilana, 1996. "Anchoring in Simulated Competitive Market Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 67(1), pages 16-25, July.
    5. Diekmann, Kristina A. & Tenbrunsel, Ann E. & Shah, Pri Pradhan & Schroth, Holly A. & Bazerman, Max H., 1996. "The Descriptive and Prescriptive Use of Previous Purchase Price in Negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 66(2), pages 179-191, May.
    6. Kameda, Tatsuya & Davis, James H., 1990. "The function of the reference point in individual and group risk decision making," Organizational Behavior and Human Decision Processes, Elsevier, vol. 46(1), pages 55-76, June.
    7. Argote, Linda & Seabright, Mark A. & Dyer, Linda, 1986. "Individual versus group use of base-rate and individuating information," Organizational Behavior and Human Decision Processes, Elsevier, vol. 38(1), pages 65-75, August.
    8. Huber, Vandra L. & Neale, Margaret A., 1986. "Effects of cognitive heuristics and goals on negotiator performance and subsequent goal setting," Organizational Behavior and Human Decision Processes, Elsevier, vol. 38(3), pages 342-365, December.
    9. repec:bla:joares:v:19:y:1981:i:1:p:120-145 is not listed on IDEAS
    10. Stone, Dan N. & Ziebart, David A., 1995. "A Model of Financial Incentive Effects in Decision Making," Organizational Behavior and Human Decision Processes, Elsevier, vol. 61(3), pages 250-261, March.
    11. Davis, Harry L & Hoch, Stephen J & Ragsdale, E K Easton, 1986. " An Anchoring and Adjustment Model of Spousal Predictions," Journal of Consumer Research, Oxford University Press, vol. 13(1), pages 25-37, June.
    12. Sniezek, Janet A., 1992. "Groups under uncertainty: An examination of confidence in group decision making," Organizational Behavior and Human Decision Processes, Elsevier, vol. 52(1), pages 124-155, June.
    13. Sniezek, Janet A. & Henry, Rebecca A., 1989. "Accuracy and confidence in group judgment," Organizational Behavior and Human Decision Processes, Elsevier, vol. 43(1), pages 1-28, February.
    14. Sniezek, Janet A., 1988. "Prediction with single event versus aggregate data," Organizational Behavior and Human Decision Processes, Elsevier, vol. 41(2), pages 196-210, April.
    15. Tversky, Amos & Kahneman, Daniel, 1986. "Rational Choice and the Framing of Decisions," The Journal of Business, University of Chicago Press, vol. 59(4), pages 251-278, October.
    16. Stasser, Garold, 1992. "Information salience and the discovery of hidden profiles by decision-making groups: A "thought experiment"," Organizational Behavior and Human Decision Processes, Elsevier, vol. 52(1), pages 156-181, June.
    17. Switzer, Fred S. & Sniezek, Janet A., 1991. "Judgment processes in motivation: Anchoring and adjustment effects on judgment and behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 49(2), pages 208-229, August.
    18. Block, Richard A. & Harper, David R., 1991. "Overconfidence in estimation: Testing the anchoring-and-adjustment hypothesis," Organizational Behavior and Human Decision Processes, Elsevier, vol. 49(2), pages 188-207, August.
    19. Whyte, Glen, 1993. "Escalating Commitment in Individual and Group Decision Making: A Prospect Theory Approach," Organizational Behavior and Human Decision Processes, Elsevier, vol. 54(3), pages 430-455, April.
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    Cited by:

    1. 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.
    2. repec:spr:grdene:v:23:y:2014:i:4:d:10.1007_s10726-012-9319-1 is not listed on IDEAS
    3. 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.
    4. Harinck, Fieke & De Dreu, Carsten K. W. & Van Vianen, Annelies E. M., 2000. "The Impact of Conflict Issues on Fixed-Pie Perceptions, Problem Solving, and Integrative Outcomes in Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 81(2), pages 329-358, March.
    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. Rosman, Andrew J. & Bedard, Jean C., 1999. "Lenders' Decision Strategies and Loan Structure Decisions," Journal of Business Research, Elsevier, vol. 46(1), pages 83-94, September.
    7. Allred, Keith G. & Mallozzi, John S. & Matsui, Fusako & Raia, Christopher P., 1997. "The Influence of Anger and Compassion on Negotiation Performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 70(3), pages 175-187, June.
    8. repec:spr:grdene:v:21:y:2012:i:3:d:10.1007_s10726-009-9187-5 is not listed on IDEAS
    9. Okhuysen, Gerardo A. & Galinsky, Adam D. & Uptigrove, Tamara A., 2003. "Saving the worst for last: The effect of time horizon on the efficiency of negotiating benefits and burdens," Organizational Behavior and Human Decision Processes, Elsevier, vol. 91(2), pages 269-279, July.

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