Response modes in negotiation
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DOI: 10.1007/s10726-007-9089-3
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- Allred, Keith G. & Mallozzi, John S. & Matsui, Fusako & Raia, Christopher P., 1997. "The Influence of Anger and Compassion on Negotiation Performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 70(3), pages 175-187, June.
- 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.
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Cited by:
- Michele Griessmair & Daniel Druckman, 2018. "To Match or Not to Match? Reactions to Turning Points in Negotiation," Group Decision and Negotiation, Springer, vol. 27(1), pages 61-83, February.
- Johannes Gettinger & Sabine T. Koeszegi, 2014. "Far from Eye, Far from Heart: Analysis of Graphical Decision Aids in Electronic Negotiation Support," Group Decision and Negotiation, Springer, vol. 23(4), pages 787-817, July.
- Domingo Ribeiro-Soriano & David Urbano, 2009. "Overview of Collaborative Entrepreneurship: An Integrated Approach Between Business Decisions and Negotiations," Group Decision and Negotiation, Springer, vol. 18(5), pages 419-430, September.
- Mara Olekalns & Philip L. Smith, 2018. "A Satisfied Mind: Motivational Orientation, Feedback and the Subjective Value of Negotiation Outcomes," Group Decision and Negotiation, Springer, vol. 27(2), pages 179-196, April.
- Ricardo Ernst & Jose Ignacio López-Sánchez & David Urbano, 2009. "A Negotiation Model for Inducing Higher Service in a Distribution Channel," Group Decision and Negotiation, Springer, vol. 18(5), pages 499-517, September.
- Michele Griessmair & Johannes Gettinger, 2020. "Take the Right Turn: The Role of Social Signals and Action–Reaction Sequences in Enacting Turning Points in Negotiations," Group Decision and Negotiation, Springer, vol. 29(3), pages 425-459, June.
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Keywords
Negotiation; Affect; Information processing; Social cues;All these keywords.
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