Search Results - person:"Lee, Alice J." - EconBiz

Optimizing Counteroffers: How Timing and Magnitude Shape Sale Prices and Impasses in 26 Million Asynchronous Online Negotiations

Teichmann, Lars; Petrowsky, Hannes M.; Escher, Yannik A.; … - In: Group Decision and Negotiation 34 (2025) 4, pp. 823-848

Abstract Buyers often face a vexing decision regarding when and how ambitiously to counter a seller’s first offer. Drawing on over 26 million real-world, asynchronous, electronically mediated negotiations (Study 1) and a controlled experiment (Study 2), we examined how the timing (early vs....

Persistent link: https://www.econbiz.de/10015508947

When sellers care about caretakers : seller attachment shapes who gets to the bargaining table

Lee, Alice; Ames, Daniel R. - In: Organizational behavior and human decision processes 189 (2025), pp. 1-19

Persistent link: https://www.econbiz.de/10015438740

Incorporating the time-order effect of feedback in online auction markets through a Bayesian updating model

Chau, Michael; Li, Wenwen; Yang, Boye; Lee, Alice J.; … - 2021

Persistent link: https://www.econbiz.de/10012631394

Beyond cheap talk accounts : a theory of politeness in negotiations

Lee, Alice; Mason, Malia F.; Malcomb, Claire S. - In: Research in organizational behavior : an annual series … 41 (2021), pp. 1-16

Persistent link: https://www.econbiz.de/10013448037

Too precise to pursue : how precise first offers create barriers-to-entry in negotiations and markets

Lee, Alice J.; Loschelder, David D.; Schweinsberg, Martin; … - In: Organizational behavior and human decision processes : … 148 (2018), pp. 87-100

Persistent link: https://www.econbiz.de/10011928700

"I can’t pay more" versus "It’s not worth more" : divergent effects of constraint and disparagement rationales in negotiations

Lee, Alice J.; Ames, Daniel R. - In: Organizational behavior and human decision processes : … 141 (2017), pp. 16-28

Persistent link: https://www.econbiz.de/10011739362

Exploring the role of people capability maturity model and identifying people-related critical success factors in large-scale organization with agile practice

Lee, Alice - 2017

Persistent link: https://www.econbiz.de/10011817923

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