What makes negotiators happy? The differential effects of internal and external social comparisons on negotiator satisfaction
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Volume (Year): 95 (2004)
Issue (Month): 2 (November)
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References listed on IDEAS
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- 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.
- Blount, Sally & Thomas-Hunt, Melissa C. & Neale, Margaret A., 1996. "The Price Is Right--Or Is It? A Reference Point Model of Two-Party Price Negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 68(1), pages 1-12, October.
- 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.
- Barry, Bruce & Oliver, Richard L., 1996. "Affect in Dyadic Negotiation: A Model and Propositions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 67(2), pages 127-143, August.
- Gibson, Kevin & Bottom, William & Murnighan, J. Keith, 1999. "Once Bitten: Defection And Reconciliation In A Cooperative Enterprise," Business Ethics Quarterly, Cambridge University Press, vol. 9(01), pages 69-85, January.
- Hsee, Christopher K., 1996. "The Evaluability Hypothesis: An Explanation for Preference Reversals between Joint and Separate Evaluations of Alternatives," Organizational Behavior and Human Decision Processes, Elsevier, vol. 67(3), pages 247-257, September.
- White, Sally Blount & Neale, Margaret A., 1994. "The Role of Negotiator Aspirations and Settlement Expectancies in Bargaining Outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 57(2), pages 303-317, February.
- Rees, Albert, 1993. "The Role of Fairness in Wage Determination," Journal of Labor Economics, University of Chicago Press, vol. 11(1), pages 243-252, January.
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