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Non-linear Preference Functions and Negotiated Outcomes

Author

Listed:
  • Northcraft, Gregory B.
  • Preston, Jared N.
  • Neale, Margaret A.
  • Kim, Peter H.
  • Thomas-Hunt, Melissa C.

Abstract

No abstract is available for this item.

Suggested Citation

  • 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.
  • Handle: RePEc:eee:jobhdp:v:73:y:1998:i:1:p:54-75
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    References listed on IDEAS

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    1. Leclerc, France & Schmitt, Bernd H & Dube, Laurette, 1995. " Waiting Time and Decision Making: Is Time like Money?," Journal of Consumer Research, Oxford University Press, vol. 22(1), pages 110-119, June.
    2. Larrick, Richard P. & Boles, Terry L., 1995. "Avoiding Regret in Decisions with Feedback: A Negotiation Example," Organizational Behavior and Human Decision Processes, Elsevier, vol. 63(1), pages 87-97, July.
    3. Pinkley, Robin L. & Griffith, Terri L. & Northcraft, Gregory B., 1995. ""Fixed Pie" a la Mode: Information Availability, Information Processing, and the Negotiation of Suboptimal Agreements," Organizational Behavior and Human Decision Processes, Elsevier, vol. 62(1), pages 101-112, April.
    4. Bottom, William P. & Studt, Amy, 1993. "Framing Effects and the Distributive Aspect of Integrative Bargaining," Organizational Behavior and Human Decision Processes, Elsevier, vol. 56(3), pages 459-474, December.
    5. Paese, Paul W., 1995. "Effects of Framing on Actual Time Allocation Decisions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 61(1), pages 67-76, January.
    6. Hilty, John A. & Carnevale, Peter J., 1993. "Black-Hat/White-Hat Strategy in Bilateral Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 55(3), pages 444-469, August.
    7. Schepanski, A. & Shearer, T., 1995. "A Prospect Theory Account of the Income Tax Withholding Phenomenon," Organizational Behavior and Human Decision Processes, Elsevier, vol. 63(2), pages 174-186, August.
    8. Pritchard, Robert D. & Roth, Patricia Galgay, 1991. "Accounting for nonlinear utility functions in composite measures of productivity and performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 50(2), pages 341-359, December.
    9. Schweitzer, Maurice, 1995. "Multiple Reference Points, Framing, and the Status Quo Bias in Health Care Financing Decisions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 63(1), pages 69-72, July.
    10. Hirst, D. Eric & Joyce, Edward J. & Schadewald, Michael S., 1994. "Mental Accounting and Outcome Contiguity in Consumer-Borrowing Decisions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 58(1), pages 136-152, April.
    11. de Dreu, Carsten K. W. & Carnevale, Peter J. D. & Emans, Ben J. M. & van de Vliert, Evert, 1994. "Effects of Gain-Loss Frames in Negotiation: Loss Aversion, Mismatching, and Frame Adoption," Organizational Behavior and Human Decision Processes, Elsevier, vol. 60(1), pages 90-107, October.
    12. Kahneman, Daniel & Tversky, Amos, 1979. "Prospect Theory: An Analysis of Decision under Risk," Econometrica, Econometric Society, vol. 47(2), pages 263-291, March.
    13. Richard A. D'Aveni, 1989. "Dependability and Organizational Bankruptcy: An Application of Agency and Prospect Theory," Management Science, INFORMS, vol. 35(9), pages 1120-1138, September.
    14. Neale, Margaret A. & Northcraft, Gregory B., 1986. "Experts, amateurs, and refrigerators: Comparing expert and amateur negotiators in a novel task," Organizational Behavior and Human Decision Processes, Elsevier, vol. 38(3), pages 305-317, December.
    15. Dunegan, Kenneth J., 1996. "Fines, Frames, and Images: Examining Formulation Effects on Punishment Decisions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 68(1), pages 58-67, October.
    16. Jeff T. Casey, 1995. "Predicting Buyer-Seller Pricing Disparities," Management Science, INFORMS, vol. 41(6), pages 979-999, June.
    17. Johnson, Paul E. & Jamal, Karim & Berryman, R. Glen, 1991. "Effects of framing on auditor decisions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 50(1), pages 75-105, October.
    18. 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.
    19. Hersh Shefrin & Meir Statman, 1993. "Behavioral Aspects of the Design and Marketing of Financial Products," Financial Management, Financial Management Association, vol. 22(2), Summer.
    20. Kahneman, Daniel, 1992. "Reference points, anchors, norms, and mixed feelings," Organizational Behavior and Human Decision Processes, Elsevier, vol. 51(2), pages 296-312, March.
    21. Jeryl L. Mumpower, 1991. "The Judgment Policies of Negotiators and the Structure of Negotiation Problems," Management Science, INFORMS, vol. 37(10), pages 1304-1324, October.
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