Strategic Choice in Negotiation
Bibliographic Data
| ID | 3756898 |
|---|---|
| Authors | Dean G Pruitt (State University of New York at Buffalo, corresponding author) |
| Year | 1983 |
| Volume | 27 |
| Issue | 2 |
| Pages | 167-194 |
| Publication date | 1983-11-01 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | American Behavioral Scientist (JOURNAL) |
| Journal identifiers | ISSN: 0002-7642 • E-ISSN: 1552-3381 |
| Publisher | SAGE Publications Inc (PUBLISHER) |
| DOI | 10.1177/000276483027002005 |
| OpenAlex | W2034383548 |
| Language | EN |
| Citations received | 53 |
| References cited | 25 |
Four basic negotiating strategies are analyzed along with the outcomes they encourage and the determinants of their use. Guidelines for influencing the strategic choice of one's bargaining partners are also presented with an emphasis on techniques for encouraging one's adversaries to move away from contentious behavior and toward problem solving
Business · Economics · Industrial organization · Management science · Microeconomics · Negotiation · Political science · Public relations · Strategic Choice · Strategic interaction · Conflict Management and Negotiation · Law · Multi-Agent Systems and Negotiation · Psychology · Social Psychology
Competition and Benefit Sharing in the Ferghana Valley
Exploring the Complexities of Negotiation
Culture, conflict resolution, peacekeeper training and the D mediator
(Re)pensar os conflitos intragrupais
Cognitive Psychology and Bargaining Behavior
Sex differences in cooperation
Preferred Styles of Conflict Resolution
Effective Negotiation
A neuropsychological theory of positive affect and its influence on cognition.
Punishing female negotiators for asserting too much…or not enough
Planning In the Face of Conflict
Positive Affect, Cognitive Processes, and Social Behavior
Constructively Managing Conflicts in Organizations
Changes in Couples’ Relationships and Their Differences in Type during the Covid-19 Pandemic in China
The Relationship between Conflict Resolution Approaches and Managerial Trust
Bahasa dan kuasa
Gender and Negotiation Styles
Decision frames and the social utility of negotiation outcomes
Who is cooperative in negotiations? The impact of political skill on cooperation, reputation and outcomes
Conflict resolution practice in public procurement
The interaction effect of trust and contract on dispute negotiation strategy
The three–way interactions of gender, supervisor’s gender, and country on the strategies for managing conflict of millennials
Integration Through Redefinition
New Perspectives on Issue Analysis—One-Sided Preferences as a Strategic Source in Multi-Issue Negotiations
Correlates of the victim–offender overlap based on daily conflict-Level data from digital diaries
Factores determinantes en organizaciones hoteleras para gestión de relaciones laborales y conflictos
The Structure of Communication Behavior in Simulated and Actual Crisis Negotiations
Effectiveness and Legitimacy in Democratic Reform
The Influence of Confucian Ideology on Conflict in Chinese Family Business
À l’écoute des élèves
Conflict Handling in Renewable Energy Cooperatives (Recs)
Negotiating a flexible work arrangement
Who asks and who receives in salary negotiation
Maximizing Influence in the European Union after the Lisbon Treaty
Do Women Accommodate More Than Men? Gender Differences in Perceived Social Support and Negotiation Behavior by Spanish and Dutch Worker Representatives
Negotiation is about entitlements, not interests
Toughness in Integrative Bargaining
Conflict and conflict management
Parental attachment and relational rumination among young adults
Toward a Theory of Managing Organizational Conflict
From Neo‐Functional Peace to a Logic of Spillover in EU External Policy
Models of conflict, negotiation and third party intervention
Spouses' influence strategies in purchase decisions as dependent on conflict type and relationship characteristics
Norms and self-interest in ultimatum bargaining
Social value orientations and negotiator outcomes
The influence of experience on negotiation performance
Choosing a bargaining strategy in EU negotiations
False Negotiations
Bargaining Power and Negotiation Tactics
Easing the conscience
A Cylindrical Model of Communication Behavior in Crisis Negotiations
Understanding optimal outcomes
The Use and Consequences of Verbal Influence Strategies During Interpersonal Disagreements
A behavioral theory of labor negotiations
Conflict and Conflict Management
Conflict Among Nations
The Resolution of Conflict
Factors Affecting Concession Rate and Threat Usage in Bilateral Conflict
Resistance to yielding and the expectation of cooperative future interaction in negotiation
Negotiating the division of a reward under incomplete information
The sociology of social conflicts
Intergroup Bargaining
Effects of trust, aspiration, and gender on negotiation tactics
Effects of constituent trust and representative bargaining orientation on intergroup bargaining
Reactions of negroes in a biracial bargaining situation
Interpersonal attraction in exchange and communal relationships
Effect of feeling good on helping
Negotiation constraints in the risk-taking domain
The influence of some types of power relationships and game strategies upon the development of interpersonal trust
The War of the Falkland Islands, 1982
| Unique citing works | 53 |
|---|---|
| Citations per year | 1,36 |
| Citation span | 1987 - 2026 (40) |
| Citation velocity | current |
| Highly cited | No |
| Citation types | Neutral: 46 |