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person:"Smith, Philip L."
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Search: subject_exact:"Negotiation behaviour theory"
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Bargaining theory
16
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9
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5
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Smith, Philip L.
Güth, Werner
118
Herings, Peter Jean-Jacques
42
Houba, Harold
42
Predtetchinski, Arkadi
38
Riedl, Arno
35
Eraslan, Hülya
31
Trockel, Walter
31
Mariotti, Marco
30
Olekalns, Mara
30
Carraro, Carlo
28
Manzini, Paola
28
Schmidt, Klaus M.
27
Karagözoğlu, Emin
26
Muthoo, Abhinay
24
Peters, Hans J. M.
24
Rachmilevitch, Shiran
24
Serrano, Roberto
24
Britz, Volker
23
Gomes, Armando R.
23
Yoshihara, Naoki
23
Haake, Claus-Jochen
22
Herweg, Fabian
22
Wen, Quan
22
Bowen, T. Renee
21
Buhai, Sebastian
21
Sgobbi, Alessandra
21
Herings, P. Jean-Jacques
20
Montero, María
20
Okada, Akira
20
Ponsatí, Clara
20
Rocheteau, Guillaume
20
Kirstein, Roland
19
Spier, Kathryn E.
19
Vannetelbosch, Vincent J.
19
Xu, Yongsheng
19
Yildiz, Muhamet
19
Anbarcı, Nejat
18
Anesi, Vincent
18
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18
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18
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Melbourne Business School
7
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13
Journal of business ethics : JOBE
2
Group decision and negotiation
1
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ECONIS (ZBW)
16
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1
A satisfied mind : motivational orientation, feedback and the subjective value of negotiation outcomes
Olekalns, Mara
;
Smith, Philip L.
- In:
Group decision and negotiation
27
(
2018
)
2
,
pp. 179-196
Persistent link: https://www.econbiz.de/10011817391
Saved in:
2
Maybe it's right, maybe it's wrong : structural and social determinants of deception in negotiation
Olekalns, Mara
;
Horan, Christopher J.
;
Smith, Philip L.
- In:
Journal of business ethics : JOBE
122
(
2014
)
1
,
pp. 89-102
Persistent link: https://www.econbiz.de/10010393214
Saved in:
3
Willing and able? : trust, affect and power balance as predictors of deception in negotiation
Olekalns, Mara
(
contributor
);
Smith, Philip L.
(
contributor
)
-
2007
Persistent link: https://www.econbiz.de/10003477139
Saved in:
4
Reventing betrayal and promoting trust : a social exchange analysis of strategic focus in negotiation
Olekalns, Mara
(
contributor
);
Smith, Philip L.
(
contributor
)
-
2007
Persistent link: https://www.econbiz.de/10003477147
Saved in:
5
Trust, power (a)symmetry and misrepresentation in negotiation
Olekalns, Mara
(
contributor
);
Smith, Philip L.
(
contributor
)
-
2006
Persistent link: https://www.econbiz.de/10003336951
Saved in:
6
Loose with the truth : predicting deception in negotiation
Olekalns, Mara
(
contributor
);
Smith, Philip L.
(
contributor
)
-
2005
Persistent link: https://www.econbiz.de/10002836717
Saved in:
7
Resolving the empty core : trust as a determinant of outcomes in three-party negotiations
Olekalns, Mara
(
contributor
);
Lau, Feyona
(
contributor
); …
-
2004
Persistent link: https://www.econbiz.de/10002576520
Saved in:
8
Moments in time : metacognition, trust, and outcomes in dyadic negotiations
Olekalns, Mara
(
contributor
);
Smith, Philip L.
(
contributor
)
-
2004
-
[Elektronische Ressource]
Persistent link: https://www.econbiz.de/10002418974
Saved in:
9
Social Motives in Negotiation: The Reationship Between Dyad Composition, Negotiation Processes and Outcpmes
Olekalns, Mara
(
contributor
);
Smith, Philip L.
(
contributor
)
-
2003
-
[Elektronische Ressource]
Persistent link: https://www.econbiz.de/10001753474
Saved in:
10
The dynamics of trust in negotiation
Olekalns, Mara
(
contributor
);
Lau, Feyona
(
contributor
); …
-
2002
-
[Elektronische Ressource]
Persistent link: https://www.econbiz.de/10001722058
Saved in:
11
Markov chain models of communication processes in negotiation
Smith, Philip L.
(
contributor
);
Olekalns, Mara
(
contributor
)
-
2002
-
[Elektronische Ressource]
Persistent link: https://www.econbiz.de/10001722083
Saved in:
12
Social motives in negotiation : the relationship between dyad composition, strategy and outcomes
Olekalns, Mara
(
contributor
);
Smith, Philip L.
(
contributor
)
-
2001
-
[Elektronische Ressource]
Persistent link: https://www.econbiz.de/10001598384
Saved in:
13
Stability and change in negotiators' mental maps
Olekalns, Mara
(
contributor
);
Smith, Philip L.
(
contributor
)
-
2001
-
[Elektronische Ressource]
Persistent link: https://www.econbiz.de/10001598386
Saved in:
14
Test of a three-way relationship between negotiators' motivational orientations, strategy choices and outcomes
Olekalns, Mara
(
contributor
);
Smith, Philip L.
(
contributor
)
-
2001
-
[Elektronische Ressource]
Persistent link: https://www.econbiz.de/10001598389
Saved in:
15
Metacognition in negotiation : the identification of critical events and their role in shaping trust and outcomes
Olekalns, Mara
(
contributor
);
Smith, Philip L.
(
contributor
)
-
2001
-
[Elektronische Ressource]
Persistent link: https://www.econbiz.de/10001615799
Saved in:
16
Mutually dependent : power, trust, affect and the use of deception in negotiation
Olekalns, Mara
;
Smith, Philip L.
- In:
Journal of business ethics : JOBE
85
(
2009
)
3
,
pp. 347-365
Persistent link: https://www.econbiz.de/10003836083
Saved in:
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