Negotiation (original) (raw)

Running Head : NEGOTIATION Negotiation

Jiunwen Wang

2011

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Thinking Back on Where We're Going: A Methodological Assessment of Five Decades of Research in Negotiation Behavior

Marc Buelens

SSRN Electronic Journal, 2000

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What Do People Value When They Negotiate? Mapping the Domain of Subjective Value in Negotiation

Jared Curhan

Journal of Personality and Social Psychology, 2006

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What Triggers A Negotiation – An Economic Or A Social Goal?

Dacinia Crina Petrescu

Ecoforum, 2017

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Initiation of negotiation and its role in negotiation research

Felix Brodbeck

Organizational psychology review, 2014

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When Do People Initiate a Negotiation? The Role of Discrepancy, Satisfaction, and Ability Beliefs

Felix Brodbeck

Negotiation and Conflict Management Research, 2017

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Contemporary research directions in the study of negotiations in organizations: A selective overview

Roy J Lewicki

Journal of Organizational Behavior, 1985

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The Best of Both Worlds? Negotiations Between Cooperators and Individualists Provide High Economic and Relational Outcomes

Sinem Acar-Burkay

Group Decision and Negotiation

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When Do People Initiate a Negotiation? The Role of Discrepancy, Satisfaction and Implicit Negotiation Beliefs

Felix Brodbeck

Social Science Research Network, 2010

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Intuition or Counterintuition? The Science behind the Art of Negotiation

Daniel Druckman

Negotiation Journal, 2009

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The Impact of Power Differeivtial and Social Motivation on Negotiation Befiavior and Outcome

Qingwang Wei

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Innovative Approaches to Research on Group Decision and Negotiation

Susan Brodt

1997

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The dynamic interaction of context and negotiator effects: A review and commentary on current and emerging areas in negotiation

Min Li

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Social Value Orientation and Perspective Taking in Integrative and Distributive Negotiations

Peter Gollwitzer

SSRN Electronic Journal, 2000

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Paths to Negotiation Success

Alice Stuhlmacher

Negotiation and Conflict Management Research, 2010

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Negotiation as a Social Process Multiparty Negotiation in Its Social Context

E. Mannix

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Can individualists and cooperators play together? The effect of mixed social motives in negotiations

Vidar Schei, Debra Shapiro

Journal of Experimental Social Psychology, 2011

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Goal setting in distributive and integrative negotiations: a meta-analysis

Klaus Harnack

2019

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Silence is golden: Extended silence, deliberative mindset, and value creation in negotiation

Jared Curhan, Yu Yang, Teng Zhang

Journal of Applied Psychology, 2021

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Analyzing the Multiple Dimensions of Negotiation Processes

Michael Filzmoser

Group Decision and Negotiation, 2016

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Hostile Behavior and Profit in Virtual Negotiation: a Meta-Analysis

Maryalice Citera

Journal of Business and Psychology, 2005

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Are Individualistic Orientations Collectively Valuable in Group Negotiations?

Vidar Schei

Group Processes & Intergroup Relations, 2008

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The Four-Type Negotiation Matrix: A Model for Assessing Negotiation Processes

Murillo Dias

British Journal of Education, 2020

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Cat among the Pigeons? Cooperators' Response to Individualists in Negotiating Groups

Vidar Schei

SSRN Electronic Journal, 2000

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Determinants of Compromising Behavior in Negotiation: A Meta-Analysis

Daniel Druckman

Journal of Conflict Resolution, 1994

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Individual differences and group negotiation: The role of polychronicity, dominance, and decision rule

Susan Mohammed

2008

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Outcome and Process Accountability in Negotiation

Eduardo Simoes

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Experience in integrative negotiations: What needs to be learned

Simone Moran, Ilana Ritov

Journal of Experimental Social Psychology, 2007

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Goals and negotiation

Kevin Tasa

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The Influence of Social Goals and Gender on Negotiation

Dacinia Crina Petrescu

Annals - Economy Series, 2016

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