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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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    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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