IDEAS home Printed from https://ideas.repec.org/r/eee/jobhdp/v91y2003i2p280-295.html
   My bibliography  Save this item

Time pressure and closing of the mind in negotiation

Citations

Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
as


Cited by:

  1. Volkema, Roger J., 2009. "Why Dick and Jane don't ask: Getting past initiation barriers in negotiations," Business Horizons, Elsevier, vol. 52(6), pages 595-604, November.
  2. Conte, Anna & Scarsini, Marco & Sürücü, Oktay, 2016. "The impact of time limitation: Insights from a queueing experiment," Judgment and Decision Making, Cambridge University Press, vol. 11(3), pages 260-274, May.
  3. Kocher, Martin G. & Sutter, Matthias, 2006. "Time is money--Time pressure, incentives, and the quality of decision-making," Journal of Economic Behavior & Organization, Elsevier, vol. 61(3), pages 375-392, November.
  4. Michael J. Hine & Steven A. Murphy & Michael Weber & Gregory Kersten, 2009. "The Role of Emotion and Language in Dyadic E-negotiations," Group Decision and Negotiation, Springer, vol. 18(3), pages 193-211, May.
  5. Larceneux, Fabrice & Lefebvre, Thomas & Simon, Arnaud, 2015. "What added value do estate agents offer compared to FSBO transactions? Explanation from a perceived advantages model," Journal of Housing Economics, Elsevier, vol. 29(C), pages 72-82.
  6. Xiaojing Yang & Robert E. Smith, 2009. "Beyond Attention Effects: Modeling the Persuasive and Emotional Effects of Advertising Creativity," Marketing Science, INFORMS, vol. 28(5), pages 935-949, 09-10.
  7. Mohammed, Susan & Harrison, David A., 2013. "The clocks that time us are not the same: A theory of temporal diversity, task characteristics, and performance in teams," Organizational Behavior and Human Decision Processes, Elsevier, vol. 122(2), pages 244-256.
  8. Locander, David A. & Locander, Jennifer A. & Weinberg, Frankie J., 2020. "How salesperson traits and intuitive judgments influence adaptive selling: A sensemaking perspective," Journal of Business Research, Elsevier, vol. 118(C), pages 452-462.
  9. Ryari, Hanaa & Alavi, Sascha & Wieseke, Jan, 2021. "Drown or Blossom? The Impact of Perceived Chronic Time Pressure on Retail Salespeople's Performance and Customer–Salesperson Relationships," Journal of Retailing, Elsevier, vol. 97(2), pages 217-237.
  10. repec:cup:judgdm:v:11:y:2016:i:3:p:260-274 is not listed on IDEAS
  11. Converse, Benjamin A. & Dennis, Patrick J., 2018. "The role of “Prominent Numbers” in open numerical judgment: Strained decision makers choose from a limited set of accessible numbers," Organizational Behavior and Human Decision Processes, Elsevier, vol. 147(C), pages 94-107.
  12. McCarter, Matthew W. & Wade-Benzoni, Kimberly A. & Kamal, Darcy K. Fudge & Bang, H. Min & Hyde, Steven J. & Maredia, Reshma, 2020. "Models of intragroup conflict in management: A literature review," Journal of Economic Behavior & Organization, Elsevier, vol. 178(C), pages 925-946.
  13. Loewenstein, Jeffrey & Morris, Michael W. & Chakravarti, Agnish & Thompson, Leigh & Kopelman, Shirli, 2005. "At a loss for words: Dominating the conversation and the outcome in negotiation as a function of intricate arguments and communication media," Organizational Behavior and Human Decision Processes, Elsevier, vol. 98(1), pages 28-38, September.
  14. Feng Liu & Sally Maitlis, 2014. "Emotional Dynamics and Strategizing Processes: A Study of Strategic Conversations in Top Team Meetings," Journal of Management Studies, Wiley Blackwell, vol. 51(2), pages 202-234, March.
  15. Syed, Fauzia & Naseer, Saima & Nawaz, Javaria & Shah, Syed Zulfiqar Ali, 2021. "When the victim becomes vicious: Combined effects of pseudo transformational leadership and epistemic motivation on contempt and deviant behaviors," European Management Journal, Elsevier, vol. 39(2), pages 236-246.
  16. Backhaus, & Pesch,, 2018. "Verhandlungen – Spiegeln die Lehrbücher den Stand der Forschung wider?," Die Unternehmung - Swiss Journal of Business Research and Practice, Nomos Verlagsgesellschaft mbH & Co. KG, vol. 72(1), pages 3-26.
  17. Caputo, Andrea, 2016. "Overcoming judgmental biases in negotiations: A scenario-based survey analysis on third party direct intervention," Journal of Business Research, Elsevier, vol. 69(10), pages 4304-4312.
  18. Zhenzhong Ma & Weiwei Dong & Jie Wu & Dapeng Liang & Xiaopeng Yin, 2015. "Confucian Ideal Personality and Chinese Business Negotiation Styles: An Indigenous Perspective," Group Decision and Negotiation, Springer, vol. 24(3), pages 383-400, May.
  19. Danielle Cooper & Pankaj C. Patel & Sherry M. B. Thatcher, 2014. "It Depends: Environmental Context and the Effects of Faultlines on Top Management Team Performance," Organization Science, INFORMS, vol. 25(2), pages 633-652, April.
  20. Daniella Laureiro-Martinez, 2014. "Cognitive Control Capabilities, Routinization Propensity, and Decision-Making Performance," Organization Science, INFORMS, vol. 25(4), pages 1111-1133, August.
  21. Conte, Anna & Scarsini, Marco & Sürücü, Oktay, 2015. "Does time pressure impair performance? An experiment on queueing behavior," Center for Mathematical Economics Working Papers 538, Center for Mathematical Economics, Bielefeld University.
  22. Axel Berger & Tobias Schlager & David E. Sprott & Andreas Herrmann, 2018. "Gamified interactions: whether, when, and how games facilitate self–brand connections," Journal of the Academy of Marketing Science, Springer, vol. 46(4), pages 652-673, July.
  23. Alavi, Sascha & Wieseke, Jan & Guba, Jan H., 2016. "Saving on Discounts through Accurate Sensing – Salespeople's Estimations of Customer Price Importance and Their Effects on Negotiation Success," Journal of Retailing, Elsevier, vol. 92(1), pages 40-55.
  24. Leroy, Sophie, 2009. "Why is it so hard to do my work? The challenge of attention residue when switching between work tasks," Organizational Behavior and Human Decision Processes, Elsevier, vol. 109(2), pages 168-181, July.
  25. Dane, Erik & Rockmann, Kevin W. & Pratt, Michael G., 2012. "When should I trust my gut? Linking domain expertise to intuitive decision-making effectiveness," Organizational Behavior and Human Decision Processes, Elsevier, vol. 119(2), pages 187-194.
  26. Amit, Adi & Sagiv, Lilach, 2013. "The role of epistemic motivation in individuals’ response to decision complexity," Organizational Behavior and Human Decision Processes, Elsevier, vol. 121(1), pages 104-117.
IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.