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Tough guys finish last: the perils of a distributive reputation

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  • Tinsley, Catherine H.
  • O'Connor, Kathleen M.
  • Sullivan, Brandon A.

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  • Tinsley, Catherine H. & O'Connor, Kathleen M. & Sullivan, Brandon A., 2002. "Tough guys finish last: the perils of a distributive reputation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 88(2), pages 621-642, July.
  • Handle: RePEc:eee:jobhdp:v:88:y:2002:i:2:p:621-642
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    References listed on IDEAS

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    1. Ball, Sheryl B. & Bazerman, Max H. & Carroll, John S., 1991. "An evaluation of learning in the bilateral winner's curse," Organizational Behavior and Human Decision Processes, Elsevier, vol. 48(1), pages 1-22, February.
    2. Ghosh, Dipankar, 1996. "Nonstrategic Delay in Bargaining: An Experimental Investigation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 67(3), pages 312-325, September.
    3. Moore, Don A. & Kurtzberg, Terri R. & Thompson, Leigh L. & Morris, Michael W., 1999. "Long and Short Routes to Success in Electronically Mediated Negotiations: Group Affiliations and Good Vibrations, , , , , ," Organizational Behavior and Human Decision Processes, Elsevier, vol. 77(1), pages 22-43, January.
    4. Valley, Kathleen L. & Moag, Joseph & Bazerman, Max H., 1998. "'A matter of trust':: Effects of communication on the efficiency and distribution of outcomes," Journal of Economic Behavior & Organization, Elsevier, vol. 34(2), pages 211-238, February.
    5. Mannix, Elizabeth A. & Tinsley, Catherine H. & Bazerman, Max, 1995. "Negotiating over Time: Impediments to Integrative Solutions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 62(3), pages 241-251, June.
    6. Northcraft, Gregory B. & Neale, Margaret A., 1987. "Experts, amateurs, and real estate: An anchoring-and-adjustment perspective on property pricing decisions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 39(1), pages 84-97, February.
    7. Thompson, Leigh & Hastie, Reid, 1990. "Social perception in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 47(1), pages 98-123, October.
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    Citations

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    Cited by:

    1. Anderson, Cameron & Shirako, Aiwa, 2007. "The Origins of Reputation: Behavior, Visibility, and Personality," Institute for Research on Labor and Employment, Working Paper Series qt6g1349fv, Institute of Industrial Relations, UC Berkeley.
    2. 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.
    3. Alexandre Bachkirov, 2015. "What do business managers value when they negotiate? Empirical evidence from the Arabian Gulf," International Journal of Business and Management, International Institute of Social and Economic Sciences, vol. 3(3), pages 1-11, August.
    4. Brett, Jeanne & Thompson, Leigh, 2016. "Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 136(C), pages 68-79.
    5. repec:eee:soceco:v:68:y:2017:i:c:p:119-129 is not listed on IDEAS
    6. repec:spr:grdene:v:22:y:2013:i:3:d:10.1007_s10726-011-9272-4 is not listed on IDEAS
    7. Berninghaus, Siegfried K. & Ehrhart, Karl-Martin & Ott, Marion, 2012. "Forward-looking behavior in Hawk–Dove games in endogenous networks: Experimental evidence," Games and Economic Behavior, Elsevier, vol. 75(1), pages 35-52.
    8. Bowles, Hannah Riley & Babcock, Linda, 2008. "Relational Accounts: An Answer for Women to the Compensation Negotiation Dilemma," Working Paper Series rwp08-066, Harvard University, John F. Kennedy School of Government.

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