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Saving the worst for last: The effect of time horizon on the efficiency of negotiating benefits and burdens

  • Okhuysen, Gerardo A.
  • Galinsky, Adam D.
  • Uptigrove, Tamara A.
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    File URL: http://www.sciencedirect.com/science/article/B6WP2-48VTFFK-6/2/83236452949aafc04001cda35dd9c3b3
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    Article provided by Elsevier in its journal Organizational Behavior and Human Decision Processes.

    Volume (Year): 91 (2003)
    Issue (Month): 2 (July)
    Pages: 269-279

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    Handle: RePEc:eee:jobhdp:v:91:y:2003:i:2:p:269-279
    Contact details of provider: Web page: http://www.elsevier.com/locate/obhdp

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    1. Sondak, Harris & Neale, Margaret A. & Pinkley, Robin, 1995. "The Negotiated Allocation of Benefits and Burdens: The Impact of Outcome Valence, Contribution, and Relationship," Organizational Behavior and Human Decision Processes, Elsevier, vol. 64(3), pages 249-260, December.
    2. Drazen Prelec & George Loewenstein, 1991. "Decision Making Over Time and Under Uncertainty: A Common Approach," Management Science, INFORMS, vol. 37(7), pages 770-786, July.
    3. Shelley, Marjorie K., 1994. "Gain/Loss Asymmetry in Risky Intertemporal Choice," Organizational Behavior and Human Decision Processes, Elsevier, vol. 59(1), pages 124-159, July.
    4. Carnevale, Peter J. D. & Conlon, Donald E., 1988. "Time pressure and strategic choice in mediation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 42(1), pages 111-133, August.
    5. Uri Benzion & Amnon Rapoport & Joseph Yagil, 1989. "Discount Rates Inferred from Decisions: An Experimental Study," Management Science, INFORMS, vol. 35(3), pages 270-284, March.
    6. 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.
    7. Mannix, Elizabeth A. & Neale, Margaret A. & Northcraft, Gregory B., 1995. "Equity, Equality, or Need? The Effects of Organizational Culture on the Allocation of Benefits and Burdens," Organizational Behavior and Human Decision Processes, Elsevier, vol. 63(3), pages 276-286, September.
    8. George F. Loewenstein, 1988. "Frames of Mind in Intertemporal Choice," Management Science, INFORMS, vol. 34(2), pages 200-214, February.
    9. Kahneman, Daniel & Tversky, Amos, 1979. "Prospect Theory: An Analysis of Decision under Risk," Econometrica, Econometric Society, vol. 47(2), pages 263-91, March.
    10. Clyman, Dana R., 1995. "Measures of Joint Performance in Dyadic Mixed-Motive Negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 64(1), pages 38-48, October.
    11. Lim, Stephen Ghee-Soon & Murnighan, J. Keith, 1994. "Phases, Deadlines, and the Bargaining Process," Organizational Behavior and Human Decision Processes, Elsevier, vol. 58(2), pages 153-171, May.
    12. James G. March & Zur Shapira, 1987. "Managerial Perspectives on Risk and Risk Taking," Management Science, INFORMS, vol. 33(11), pages 1404-1418, November.
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