Negotiating From Strength and the Concept of Bargaining Strength 1
Bibliographic Data
| ID | 8975188 |
|---|---|
| Authors | S S Komorita (University of Illinois Urbana-Champaign, corresponding author) |
| Year | 1977 |
| Volume | 7 |
| Issue | 1 |
| Pages | 65-79 |
| Publication date | 1977-04-01 |
| Peer Reviewed | Yes |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | Journal for the Theory of Social Behaviour (JOURNAL) |
| Journal identifiers | ISSN: 0021-8308 • E-ISSN: 1468-5914 |
| Publisher | Wiley (PUBLISHER • GB) |
| DOI | 10.1111/j.1468-5914.1977.tb00378.x |
| OpenAlex | W2142164249 |
| Language | EN |
| Citations received | 6 |
| References cited | 22 |
Citation · Library science · Negotiation · Social science · Sociology · Computer Science · Experimental Behavioral Economics Studies · Psychology · Social and Intergroup Psychology · Social Power and Status Dynamics
Impression Management in Bargaining
Cognitive Flexibility, Communication Strategy, and Integrative Complexity in Groups
The American style in US‐Soviet public sector negotiations
The effects of information exchange and communication in an asymmetrical negotiation situation
The effects of alternatives in bargaining
Reflections on a Catalytic Companion Kenneth J. Gergen
The family, a dynamic interpretation
Bargaining and group decision making
A bargaining theory of coalition formation.
Sociological theories in progress
The Social Psychology of Groups
Bargaining and concession making under bilateral monopoly
Power-Dependence Relations
Fights, Games, and Debates
Effects of pressures to reach agreement in bargaining
Magnitude and precision of punitive power in bargaining strategy
The development of contractual norms in a bargaining situation under two types of stress
Factors affecting the magnitude of subjective utility parameters in a tacit bargaining game
The effect of time pressure, time elapsed, and the opponent's concession rate on behavior in negotiation
The development of contractual norms in bargaining
The analysis of international relations
Peace Research
The termination of conflict
Suggestions for winning the real war with communism
Opening offer and frequency of concession as bargaining strategies
Power, the use of power, and cooperative choice in a two-person game
Strategy and Collective Bargaining Negotiation
An Introduction to the Theory and Measurement of Influence
| Unique citing works | 6 |
|---|---|
| Citations per year | 0,13 |
| Citation span | 1979 - 1998 (20) |
| Citation velocity | historical |
| Highly cited | No |
| Citation types | Neutral: 6 |