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isPartOf:"Organizational behavior and human decision processes : a journal of fundamental research and theory in applied psychology"
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Organizational behavior and human decision processes : a journal of fundamental research and theory in applied psychology
Group decision and negotiation
140
Games and economic behavior
123
Journal of economic theory
80
Economics letters
70
NBER working paper series
63
Working paper / National Bureau of Economic Research, Inc.
63
Journal of economic behavior & organization : JEBO
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Working paper
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Discussion paper / Centre for Economic Policy Research
44
Theory and decision : an international journal for multidisciplinary advances in decision science
42
Econometrica : journal of the Econometric Society, an internat. society for the advancement of economic theory in its relation to statistics and mathematics
40
The new economic diplomacy : decision-making and negotiation in international economic relations
39
Management science : journal of the Institute for Operations Research and the Management Sciences
37
The American economic review
36
Journal of economic psychology : research in economic psychology and behavioral economics
31
The review of economic studies
31
European economic review : EER
30
SpringerLink / Bücher
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Discussion paper / Tinbergen Institute
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Europäische Hochschulschriften / 5
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Economic theory : official journal of the Society for the Advancement of Economic Theory
26
European journal of operational research : EJOR
26
Mathematical social sciences
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Nota di lavoro / Fondazione Eni Enrico Mattei
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International journal of game theory : official journal of the Game Theory Society
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Journal of common market studies : JCMS
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1
The interplay of gender and perceived sexual orientation at the bargaining table : a social dominance and intersectionalist perspective
Desai, Sreedhari D.
;
Gunia, Brian
- In:
Organizational behavior and human decision processes : …
179
(
2023
),
pp. 1-25
Persistent link: https://www.econbiz.de/10014525855
Saved in:
2
Unethical choice in negotiations : a meta-analysis on gender differences and their moderators
Nohe, Christoph
;
Hüffmeier, Joachim
;
Bürkner, …
- In:
Organizational behavior and human decision processes : …
173
(
2022
),
pp. 1-14
Persistent link: https://www.econbiz.de/10013535639
Saved in:
3
Emotional deception in negotiation
Kang, Polly
;
Schweitzer, Maurice E.
- In:
Organizational behavior and human decision processes : …
173
(
2022
),
pp. 1-15
Persistent link: https://www.econbiz.de/10013535645
Saved in:
4
The impact of concession patterns on negotiations : when and why decreasing concessions lead to a distributive disadvantage
Tey, Kian Siong
;
Schaerer, Michael
;
Madan, Nikhil
; …
- In:
Organizational behavior and human decision processes : …
165
(
2021
),
pp. 153-166
Persistent link: https://www.econbiz.de/10012610390
Saved in:
5
Setting the stage for negotiations : how superordinate goal dialogues promote trust and joint gain in negotiations between teams
Swaab, Roderick I.
;
Lount, Robert B.
;
Chung, Seunghoo
; …
- In:
Organizational behavior and human decision processes : …
167
(
2021
),
pp. 157-169
Persistent link: https://www.econbiz.de/10013258801
Saved in:
6
Going far together by being here now : mindfulness increases cooperation in negotiations
Masters-Waage, Theodore C.
;
Nai, Jared
;
Reb, Jochen
; …
- In:
Organizational behavior and human decision processes : …
167
(
2021
),
pp. 189-205
Persistent link: https://www.econbiz.de/10013258817
Saved in:
7
Multi-issue offers strategy and joint gains in negotiations : how low-trust negotiators get things done
Yao, Jingjing
;
Brett, Jeanne M.
;
Zhang, Zhi-Xue
; …
- In:
Organizational behavior and human decision processes : …
162
(
2021
),
pp. 9-23
Persistent link: https://www.econbiz.de/10012495450
Saved in:
8
The power of lost alternatives in negotiations
Brady, Garrett L.
;
Inesi, M. Ena
;
Mußweiler, Thomas
- In:
Organizational behavior and human decision processes : …
162
(
2021
),
pp. 59-80
Persistent link: https://www.econbiz.de/10012495453
Saved in:
9
When negotiators with honest reputations are less (and more) likely to be deceived
SimanTov-Nachlieli, Ilanit
;
Har-Vardi, Liron
;
Moran, Simone
- In:
Organizational behavior and human decision processes : …
157
(
2020
),
pp. 68-84
Persistent link: https://www.econbiz.de/10012253959
Saved in:
10
Face threat sensitivity in distributive negotiations : effects on negotiator self-esteem and demands
Tuncel, Ece
;
Kong, Dejun
;
McLean Parks, Judi
;
Kleef, …
- In:
Organizational behavior and human decision processes : …
161
(
2020
),
pp. 255-273
Persistent link: https://www.econbiz.de/10012428955
Saved in:
11
"Take it or leave it!" : a choice mindset leads to greater persistence and better outcomes in negotiations
Ma, Anyi
;
Yang, Yu
;
Savani, Krishna
- In:
Organizational behavior and human decision processes : …
153
(
2019
),
pp. 1-12
Persistent link: https://www.econbiz.de/10012103202
Saved in:
12
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
Saved in:
13
How perceived power influences the consequences of dominance expressions in negotiations
Wiltermuth, Scott S.
;
Raj, Medha
;
Wood, Adam
- In:
Organizational behavior and human decision processes : …
146
(
2018
),
pp. 14-30
Persistent link: https://www.econbiz.de/10011871461
Saved in:
14
Negotiation
Brett, Jeanne M.
;
Thompson, Leigh L.
- In:
Organizational behavior and human decision processes : …
136
(
2016
),
pp. 68-79
Persistent link: https://www.econbiz.de/10011596288
Saved in:
15
Bargaining zone distortion in negotiations : the elusive power of multiple alternatives
Schaerer, Michael
;
Loschelder, David D.
;
Swaab, Roderick I.
- In:
Organizational behavior and human decision processes : …
137
(
2016
),
pp. 156-171
Persistent link: https://www.econbiz.de/10011619003
Saved in:
16
Mad and misleading : incidental anger promotes deception
Yip, Jeremy A.
;
Schweitzer, Maurice E.
- In:
Organizational behavior and human decision processes : …
137
(
2016
),
pp. 207-217
Persistent link: https://www.econbiz.de/10011619038
Saved in:
17
Is there a place for sympathy in negotiation? : finding strength in weakness
Shirako, Aiwa
;
Kilduff, Gavin J.
;
Kray, Laura J.
- In:
Organizational behavior and human decision processes : …
131
(
2015
),
pp. 95-109
Persistent link: https://www.econbiz.de/10011422323
Saved in:
18
Unlocking integrative potential : expressed emotional ambivalence and negotiation outcomes
Rothman, Naomi B.
;
Northcraft, Gregory B.
- In:
Organizational behavior and human decision processes : …
126
(
2015
),
pp. 65-76
Persistent link: https://www.econbiz.de/10011299086
Saved in:
19
A counterpart's feminine face signals cooperativeness and encourages negotiators to compete
Gladstone, Eric
;
O'Connor, Kathleen M.
- In:
Organizational behavior and human decision processes : …
125
(
2014
)
1
,
pp. 18-25
Persistent link: https://www.econbiz.de/10010404482
Saved in:
20
Interest (mis)alignments in representative negotiations : do pro-social agents fuel or reduce inter-group conflict?
Aaldering, Hillie
;
Greer, Lindred L.
;
Kleef, Gerben A. Van
- In:
Organizational behavior and human decision processes : …
120
(
2013
)
2
,
pp. 240-250
Persistent link: https://www.econbiz.de/10009724610
Saved in:
21
Punishing female negotiators for asserting too much ... or not enough : exploring why advocacy moderates backlash against assertive female negotiators
Amanatullah, Emily T.
;
Tinsley, Catherine H.
- In:
Organizational behavior and human decision processes : …
120
(
2013
)
1
,
pp. 110-122
Persistent link: https://www.econbiz.de/10009717875
Saved in:
22
Culture and accountability in negotiation : recognizing the importance of in-group relations
Liu, Wu
;
Friedman, Ray
;
Hong, Ying-yi
- In:
Organizational behavior and human decision processes : …
117
(
2012
)
1
,
pp. 221-234
Persistent link: https://www.econbiz.de/10009503822
Saved in:
23
Mind-reading in strategic interaction : the impact of perceived similarity on projection and stereotyping
Ames, Daniel R.
;
Weber, Elke U.
;
Zou, Xi
- In:
Organizational behavior and human decision processes : …
117
(
2012
)
1
,
pp. 96-110
Persistent link: https://www.econbiz.de/10009503844
Saved in:
24
The pursuit of missing information in negotiation
Young, Maia J.
;
Bauman, Christopher W.
;
Chen, Ning
; …
- In:
Organizational behavior and human decision processes : …
117
(
2012
)
1
,
pp. 88-95
Persistent link: https://www.econbiz.de/10009503847
Saved in:
25
Is it sometimes better to receive than to give? : preferences for receiver roles over proposer roles in consumer behavior ultimatums
Conlon, Donald E.
;
Tinsley, Catherine H.
;
Birk, Samuel J.
; …
- In:
Organizational behavior and human decision processes : …
119
(
2012
)
1
,
pp. 64-77
Persistent link: https://www.econbiz.de/10009580565
Saved in:
26
Location in negotiation : is there a home field advantage?
Brown, Graham
;
Baer, Markus
- In:
Organizational behavior and human decision processes : …
114
(
2011
)
2
,
pp. 190-200
Persistent link: https://www.econbiz.de/10008859201
Saved in:
27
After the deal : talk, trust building and the implementation of negotiated agreements
Mislin, Alexandra A.
;
Campagna, Rachel L.
;
Bottom, …
- In:
Organizational behavior and human decision processes : …
115
(
2011
)
1
,
pp. 55-68
Persistent link: https://www.econbiz.de/10009007184
Saved in:
28
Can nervous Nelly negotiate? : how anxiety causes negotiators to make low first offers, exit early, and earn less profit
Brooks, Alison Wood
;
Schweitzer, Maurice E.
- In:
Organizational behavior and human decision processes : …
115
(
2011
)
1
,
pp. 43-54
Persistent link: https://www.econbiz.de/10009007195
Saved in:
29
Steering sheep : how expressed emotional ambivalence elicits dominance in interdependent decision making contexts
Rothman, Naomi B.
- In:
Organizational behavior and human decision processes : …
116
(
2011
)
1
,
pp. 66-82
Persistent link: https://www.econbiz.de/10009297263
Saved in:
30
The culturally intelligent negotiator : the impact of cultural intelligence (CQ) on negotiation sequences and outcomes
Imai, Lynn
;
Gelfand, Michele J.
- In:
Organizational behavior and human decision processes : …
112
(
2010
)
2
,
pp. 83-98
Persistent link: https://www.econbiz.de/10003984827
Saved in:
31
I feel, therefore you act: intrapersonal and interpersonal effects of emotion on negotiation as a function of social power
Overbeck, Jennifer R.
;
Neale, Margaret A.
;
Govan, …
- In:
Organizational behavior and human decision processes : …
112
(
2010
)
2
,
pp. 126-139
Persistent link: https://www.econbiz.de/10003984837
Saved in:
32
When constituencies speak in multiple tongues : the relative persuasiveness of hawkish minorities in representative negotiation
Steinel, Wolfgang
;
Dreu, Carsten K. W. de
;
Ouwehand, Elsje
- In:
Organizational behavior and human decision processes : …
109
(
2009
)
1
,
pp. 67-78
Persistent link: https://www.econbiz.de/10003849221
Saved in:
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