Negotiator Risk: Sources of Uncertainty and the Impact of Reference Points on Negotiated Agreements
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Volume (Year): 76 (1998)
Issue (Month): 2 (November)
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- 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.
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Cahiers de recherche
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- Vincent P. Crawford, 1982. "Compulsory Arbitration, Arbitral Risk and Negotiated Settlements: A Case Study in Bargaining under Imperfect Information," Review of Economic Studies, Oxford University Press, vol. 49(1), pages 69-82.
- Tversky, Amos & Kahneman, Daniel, 1992. "Advances in Prospect Theory: Cumulative Representation of Uncertainty," Journal of Risk and Uncertainty, Springer, vol. 5(4), pages 297-323, October.
- Conlon, Donald E. & Carnevale, Peter J. & Murnighan, J. Keith, 1994. "Intravention: Third-Party Intervention with Clout," Organizational Behavior and Human Decision Processes, Elsevier, vol. 57(3), pages 387-410, March.
- Amos Tversky & Daniel Kahneman, 1979.
"Prospect Theory: An Analysis of Decision under Risk,"
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7656, David K. Levine.
- Kahneman, Daniel & Tversky, Amos, 1979. "Prospect Theory: An Analysis of Decision under Risk," Econometrica, Econometric Society, vol. 47(2), pages 263-91, March.
- I.P.L. P'ng, 1983. "Strategic Behavior in Suit, Settlement, and Trial," Bell Journal of Economics, The RAND Corporation, vol. 14(2), pages 539-550, Autumn.
- Kahneman, Daniel, 1992. "Reference points, anchors, norms, and mixed feelings," Organizational Behavior and Human Decision Processes, Elsevier, vol. 51(2), pages 296-312, March.
- Neale, Margaret A. & Huber, Vandra L. & Northcraft, Gregory B., 1987. "The framing of negotiations: Contextual versus task frames," Organizational Behavior and Human Decision Processes, Elsevier, vol. 39(2), pages 228-241, April.
- Jehoshua Eliashberg & Gary L. Lilien & Nam Kim, 1995. "Searching for Generalizations in Business Marketing Negotiations," Marketing Science, INFORMS, vol. 14(3_supplem), pages G47-G60.
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