Reciprocity and concession making in bargaining
Bibliographic Data
| ID | 6202355 |
|---|---|
| Authors | James K Esser, Komorita, S S Komorita |
| Year | 1975 |
| Volume | 31 |
| Issue | 5 |
| Pages | 864-872 |
| Publication date | 1975-05-01 |
| Peer Reviewed | Yes |
| Open Access | No |
| Type | ARTICLE |
| Venue | Journal of Personality and Social Psychology (JOURNAL) |
| Journal identifiers | ISSN: 0022-3514 • E-ISSN: 1939-1315 |
| Publisher | American Psychological Association (APA) (PUBLISHER) |
| DOI | 10.1037/h0076692 |
| OpenAlex | W2075935855 |
| Language | EN |
| Citations received | 34 |
| References cited | 17 |
Reciprocity (cultural anthropology) · Corporate Finance and Governance · Labor Movements and Unions · Law, Economics, and Judicial Systems · Psychology · Social Psychology
The Social Psychology of Arms Control and Reciprocation
Reciprocating Influence Strategies in Interstate Crisis Bargaining
Comparing Two Studies of Crisis Bargaining
Militarized Interstate Crises
The Foreign Policy of the Dependent State
Psychological advice on foreign policy
Impression Management in Bargaining
Reagan and the Russians
Bargaining as a dynamical system
The contractual dispute resolution game
Responding to (un)reasonable requests by an authority
Negotiating with terrorists
Cumulation in Qip
Negotiation and Mediation
Matching and mismatching
Frequency of reciprocated concessions in bargaining
Reciprocity in international relations
Persuasion Research
Beyond the group mind
A review of experiments in explicit bargaining
Negotiation versus influence
Toward a more complete understanding of the reciprocity of liking effect
Flexibility in Conflict Episodes
Operantly conditioning a negotiator's concession making
The Function of Equality Heuristic in Distributive Bargaining
Influence Strategies, Success, and War
Strategies for Eliciting Cooperation from an Adversary
Intergroup Bargaining
Interindividual–intergroup discontinuity reduction through the anticipation of future interaction
The haunting of communication research by dead metaphors
The Study of Appeasement in International Relations
Crisis Learning Games
Analyzing Negotiation Tactics
Medium of Communication, Differential Power, and Phasing of Concessions
Bargaining and group decision making
Bargaining and concession making under bilateral monopoly
Effects of pressures to reach agreement in bargaining
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
Concession-Making and Conflict Resolution
Effects of programmed strategies on cooperation in the Prisoner's Dilemma and other mixed-motive games
War Hawks and Peace Doves
Suggestions for winning the real war with communism
Mediation as an aid to face saving in negotiation
Opening offer and frequency of concession as bargaining strategies
Inducing trust
Reciprocity and credit building in a laboratory dyad
Motives, situation, and interpersonal conflict within Prisoner's Dilemma
Social interaction basis of cooperators' and competitors' beliefs about others
Effects of bargaining strategy and pressure to reach agreement in a stalemated negotiation
The Norm of Reciprocity
| Unique citing works | 34 |
|---|---|
| Citations per year | 0,67 |
| Citation span | 1975 - 2025 (51) |
| Citation velocity | recent |
| Highly cited | No |
| Citation types | Neutral: 28 |