Mismatching the opponent's offers in negotiation
Datos Bibliográficos
| ID | 9004674 |
|---|---|
| Autores | Dean G Pruitt (University at Buffalo, State University of New York, autor de correspondencia), Helena Syna, Helena Desivilya Syna (0000-0002-3481-6003, University at Buffalo, State University of New York) |
| Año | 1985 |
| Volumen | 21 |
| Número | 2 |
| Páginas | 103-113 |
| Fecha de publicación | 1985-03-01 |
| Peer Reviewed | Sí |
| Open Access | Sí |
| Tipo | ARTICLE |
| Revista | Journal of Experimental Social Psychology (JOURNAL) |
| Identificadores de la revista | ISSN: 0022-1031 • E-ISSN: 1096-0465 |
| Editorial | Elsevier BV (PUBLISHER) |
| DOI | 10.1016/0022-1031(85)90009-5 |
| OpenAlex | W1991471937 |
| Idioma | EN |
| Citas recibidas | 9 |
| Referencias citadas | 18 |
Adversary · Computer security · Exploit · Limit (mathematics · Negotiation · Political science · Computer Science · Conflict Management and Negotiation · Gender Diversity and Inequality · Job Satisfaction and Organizational Behavior · Law · Mathematics · Psychology · Social Psychology
Public Sector Negotiations
Effective Negotiation
Effective Negotiation
A comparative study of the influence of assertiveness on negotiation outcomes in Canada and China
Negotiation and Mediation
Individual Perception, Bargaining Behavior, and Negotiation Outcomes
The influence of power on the information search, impression formation, and demands in negotiation
Are you talking to me?! Separating the people from the problem when expressing emotions in negotiation
The Interpersonal Effects of Anger and Happiness in Negotiations
The social psychology of bargaining and negotiation
Individual Differences in Justice Behavior
Sex Roles in a Three-Person Game
Effects of situational variables and opponent concessions on a bargainer's perception, aspirations, and concessions
The effects of information and aspiration level on bargaining behavior
The effects of prenegotiation expectations on the distributive bargaining process
The effects of information and magnitude of initial offer on interpersonal negotiation
The effect of time pressure, time elapsed, and the opponent's concession rate on behavior in negotiation
Relationships with opponent and partner in mixed-motive bargaining
Effects of extremity of offers and concession rate on the outcomes of bargaining
Effects of the opponent's initial offer, concession magnitude and concession frequency on bargaining behavior
Opening offer and frequency of concession as bargaining strategies
Sex, age, and equity behavior
Applicability of the big lie technique and the last clear chance doctrine to bargaining
Matching and mismatching
Strategy and Collective Bargaining Negotiation
| Obras citantes distintas | 9 |
|---|---|
| Citas por año | 0,26 |
| Intervalo de citas | 1992 - 2019 (28) |
| Velocidad de citación | historical |
| Altamente citado | No |
| Tipos de cita | Neutras: 9 |