Studies of interpersonal bargaining
Bibliographic Data
| ID | 6285576 |
|---|---|
| Authors | Morton Deutsch (0000-0002-5979-4189, Bell Telephone Laboratories, Incorporated, Murray Hill, New Jersey), Robert M Krau (0000-0002-1238-3489, Bell Telephone Laboratories, Incorporated, Murray Hill, New Jersey), Robert M Krauss (Bell Telephone Laboratories, Incorporated, Murray Hill, New Jersey) |
| Year | 1962 |
| Volume | 6 |
| Issue | 1 |
| Pages | 52-76 |
| Publication date | 1962-03-01 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | Journal of Conflict Resolution (JOURNAL) |
| Journal identifiers | ISSN: 0022-0027 • E-ISSN: 1552-8766 |
| Publisher | SAGE Publications Inc (PUBLISHER) |
| DOI | 10.1177/002200276200600107 |
| OpenAlex | W2067166523 |
| Language | EN |
| Citations received | 109 |
| References cited | 17 |
Economics · Interpersonal communication · Law and economics · Microeconomics · Political science · Positive economics · Labor Movements and Unions · Psychology · Social Psychology
Experimental research on third-party intervention in conflict
A Diagnostic Tool for Marital and Family Therapy
Communication in interpersonal bargaining.
Communication in non-zero-sum games.
On Conflicts and Bargaining
Explaining the Limited Effectiveness of Legalistic “Remedies” for Trust/Distrust
Cooperative and Competitive Goal Approach to Conflict
Gratitude inhibits competitive behaviour in threatening interactions
Marital Satisfaction and Communication Practices
Verbal persuasive strategies in mixed‐motive interactions
The theoretical description of interdependence by means of transition lists
Differential power and effects of expected competitive and cooperative intergroup interaction on intragroup and outgroup attitudes
Cooperation and interpersonal risk
Frequency of reciprocated concessions in bargaining
Counteracting the boomerang
Reactions to various degrees of deceit in a mixed-motive relationship
Communication and sex effects in a five-person Prisoner's Dilemma Game
Effects of punishment magnitude in the bilateral threat situation
Reactions of negroes in a biracial bargaining situation
Effect of incentive magnitude on cooperation in the Prisoner's Dilemma game
Personality and attitudinal correlates of trusting and trustworthy behaviors in a two-person game
Negotiation and Mediation
Trust development, the GRIT proposal, and the effects of conciliatory acts on conflict and cooperation
Interorganizational Conflict Between Government and Voluntary Agencies in the Organization of a Volunteer Program
An Experimental Study of Black‐White Negotiations 1
The Role of the Informal Institution
Coercive Capability in Conflict
Sex Roles in Games
Reactions to Threat as a Function of Equity
Inventory of Marital Conflicts (IMC)
A review of experiments in explicit bargaining
Coalitional Behavior under the Condition of Risk
Effectiveness of Role Reversal
Interaction Analysis in Collective Bargaining
Gender, competitiveness, and unethical negotiation strategies
Are the Roads to Trust Mutually Exclusive
The Use of Hard and Soft Influence Tactics in Cooperative Task Groups
Field testing integrative negotiations
Contemporary research directions in the study of negotiations in organizations
Social face for innovation in strategic alliances in China
Attributions and communication in roommate conflicts
The effects of power and message variables on compliance
Ein entscheidungstheoretisches Modell zur Analyse von Vermittlungsverfahren und das Konzept der Konfliktnähe
A case study of mediation as a method of International conflict resolution
The effects of information exchange and communication in an asymmetrical negotiation situation
On the meaning of the notion of conflict and its study in social psychology
The effects of commitment to threats and promises upon bargaining behaviour and outcomes
Misperception and the Vietnam War
Three Not‐So‐Obvious Contributions of Psychology to Peace
Defense, vulnerability, and cooperation in a mixed-motive game
Effects of increased incentives upon the use of threat in bargaining
Trivial incentives, marginal comprehension, and dubious generalizations from Prisoner's Dilemma studies
Strategy choices in three variants of a threat-vulnerable game
Coalition formation in small groups with incomplete communication networks
Threats, communication, and bargaining
Threatened Leadership and Intergroup Conflicts
If you build a remedial voice mechanism, will they come? Determinants of voicing interpersonal mistreatment at work
Social face concerns and conflict avoidance of Chinese employees with their Western or Chinese managers
Reward and Punishment as Influence Techniques for the Achievement of Cooperation under Inequity
Cooperation Theory and Organizations
Effects of Medium of Communication on Experimental Negotiation
Toward an "Intent" Model of Conflict Management Among Principal Parties
A critique of assumptions underlying the study of communication in conflict
The effects of need to maintain face on interpersonal bargaining
The effects of size of conflict and sex of experimenter upon interpersonal bargaining
Communication, incentive, and structural variables in interpersonal exchange and negotiation
Threats and promises
An experimental analysis of social traps
The effects of different magnitudes of threat upon interpersonal bargaining
Face-saving following experimentally induced embarrassment
Structural and attitudinal factors in interpersonal bargaining
Internalization
Some Notes on the Concept and Experimental Study of Cooperation
Socially relevant science
Bargaining strength and group polarization in intergroup negotiations
A nonrational approach to theories of conflict and coalitions
Interorganizational conflict
The Foreign Policy of the Dependent State
Subjectivity and Objectivity in the Social Sciences
Practitioners' Views of International Negotiation
Cooperative and competitive behavior in mixed-motive games
Relationships with opponent and partner in mixed-motive bargaining
Siding and Other Reactions to a Conflict
Decision theory in the study of national action
Cooperation, Competition, and the Effects of Time Pressure in Canada and India
"Locking-in" effects during a game of Chicken
Reciprocation and other techniques for inducing cooperation in the Prisoner's Dilemma game
Influence Strategies, Success, and War
Pacifist bargaining tactics
Behavior of a threatener
A Formal Framework for Mediator Mechanisms and Motivations
Strategies of inducing cooperation
The effects of communicating threats and promises upon the bargaining process
The Mind of the Terrorist
A paradigm for the study of coercive power
Experimental studies of threats in interpersonal negotiations
Strategic Interaction and Conflict
Elicitation of Cooperation by Retaliatory and Nonretaliatory Strategies in a Mixed-Motive Game
Negotiation arithmetic
A Cognitive Approach to International Negotiation
Frustration and aggression.
The Social Psychology of Groups
Bargaining, communication, and limited war
Fights, Games, and Debates
A Theory of Co-operation and Competition
The Effect of Motivational Orientation upon Trust and Suspicion
Autistic Hostility and Social Reality
Communication, the Development of Trust, and Cooperative Behavior
Analysis-of-Variance Tests in the Analysis and Comparison of Curves
Statistical theory of persuasion
The strategy of conflict . Prospectus for a reorientation of game theory
Trust and suspicion
The effect of threat upon interpersonal bargaining
| Unique citing works | 109 |
|---|---|
| Citations per year | 1,79 |
| Citation span | 1965 - 2024 (60) |
| Citation velocity | recent |
| Highly cited | Yes |
| Citation types | Neutral: 107 |