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Outcome Satisfaction in Negotiation: A Test of Expectancy Disconfirmation


  • Oliver, Richard L.
  • Balakrishnan, P. V. (Sundar)
  • Barry, Bruce


No abstract is available for this item.

Suggested Citation

  • Oliver, Richard L. & Balakrishnan, P. V. (Sundar) & Barry, Bruce, 1994. "Outcome Satisfaction in Negotiation: A Test of Expectancy Disconfirmation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 60(2), pages 252-275, November.
  • Handle: RePEc:eee:jobhdp:v:60:y:1994:i:2:p:252-275

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    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.

    Cited by:

    1. Curhan, Jared R. & Elfenbein, Hillary Anger & Xu, Heng, 2005. "What do People Value when they Negotiate? Mapping the Domain of Subjective Value in Negotiation," Working papers 18234, Massachusetts Institute of Technology (MIT), Sloan School of Management.
    2. repec:spr:grdene:v:23:y:2014:i:4:d:10.1007_s10726-012-9317-3 is not listed on IDEAS
    3. repec:eee:ijrema:v:29:y:2012:i:3:p:280-291 is not listed on IDEAS
    4. repec:nms:untern:10.5771/0042-059x-2018-1-3 is not listed on IDEAS
    5. Ettema, Dick & Gärling, Tommy & Olsson, Lars E. & Friman, Margareta, 2010. "Out-of-home activities, daily travel, and subjective well-being," Transportation Research Part A: Policy and Practice, Elsevier, vol. 44(9), pages 723-732, November.
    6. McBride, Michael, 2010. "Money, happiness, and aspirations: An experimental study," Journal of Economic Behavior & Organization, Elsevier, vol. 74(3), pages 262-276, June.
    7. repec:eee:joreco:v:19:y:2012:i:4:p:413-418 is not listed on IDEAS
    8. Novemsky, Nathan & Schweitzer, Maurice E., 2004. "What makes negotiators happy? The differential effects of internal and external social comparisons on negotiator satisfaction," Organizational Behavior and Human Decision Processes, Elsevier, vol. 95(2), pages 186-197, November.
    9. Maxwell, Sarah & Nye, Pete & Maxwell, Nicholas, 2003. "The wrath of the fairness-primed negotiator when the reciprocity norm is violated," Journal of Business Research, Elsevier, vol. 56(5), pages 399-409, May.
    10. repec:eee:iburev:v:27:y:2018:i:5:p:1022-1032 is not listed on IDEAS
    11. Oza, Shweta S. & Srivastava, Joydeep & Koukova, Nevena T., 2010. "How suspicion mitigates the effect of influence tactics," Organizational Behavior and Human Decision Processes, Elsevier, vol. 112(1), pages 1-10, May.
    12. Bowles, Hannah Riley & Babcock, Linda & Lai, Lei, 2004. "Do You a Favor? Social Implications of High Aspirations in Negotiation," Working Paper Series rwp04-033, Harvard University, John F. Kennedy School of Government.
    13. Patton, Charles & Balakrishnan, P.V. (Sundar), 2010. "The impact of expectation of future negotiation interaction on bargaining processes and outcomes," Journal of Business Research, Elsevier, vol. 63(8), pages 809-816, August.
    14. repec:spr:grdene:v:19:y:2010:i:3:d:10.1007_s10726-009-9181-y is not listed on IDEAS
    15. Naquin, Charles E., 2003. "The agony of opportunity in negotiation: Number of negotiable issues, counterfactual thinking, and feelings of satisfaction," Organizational Behavior and Human Decision Processes, Elsevier, vol. 91(1), pages 97-107, May.
    16. repec:eee:aumajo:v:19:y:2011:i:1:p:1-6 is not listed on IDEAS
    17. Jengchung Victor Chen & Hsing Kenneth Cheng & Hui-Ju Veronica Hsiao, 2016. "Loyalty and Profitability of VIP and Non-VIP Customers in the Banking Service Industry," Service Science, INFORMS, vol. 8(1), pages 19-36, March.
    18. repec:spr:grdene:v:7:y:1998:i:6:d:10.1023_a:1008615011578 is not listed on IDEAS

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