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Relational accommodation in negotiation: Effects of egalitarianism and gender on economic efficiency and relational capital

Curhan, Jared R.; Neale, Margaret A.; Ross, Lee; … - In: Organizational Behavior and Human Decision Processes 107 (2008) 2, pp. 192-205

Highly relational contexts can have costs as well as benefits. Researchers theorize that negotiating dyads in which both parties hold highly relational goals or views of themselves are prone to relational accommodation, a dynamic resulting in inefficient economic outcomes yet high levels of...

Persistent link: https://www.econbiz.de/10005348412

Idiosyncratic matching and choice: When less is more

Liberman, Varda; Ross, Lee - In: Organizational Behavior and Human Decision Processes 101 (2006) 2, pp. 168-183

Persistent link: https://www.econbiz.de/10005431102

Material priming: The influence of mundane physical objects on situational construal and competitive behavioral choice

Kay, Aaron C.; Wheeler, S. Christian; Bargh, John A.; … - In: Organizational Behavior and Human Decision Processes 95 (2004) 1, pp. 83-96

Persistent link: https://www.econbiz.de/10005348770

The Price Is Right--Or Is It? A Reference Point Model of Two-Party Price Negotiations

Blount, Sally; Thomas-Hunt, Melissa C.; Neale, Margaret A. - In: Organizational Behavior and Human Decision Processes 68 (1996) 1, pp. 1-12

Persistent link: https://www.econbiz.de/10005430840

Negotiating with Nonlinear Subjective Utilities: Why Some Concessions Are More Equal Than Others

Northcraft, Gregory B.; Brodt, Susan E.; Neale, Margaret A. - In: Organizational Behavior and Human Decision Processes 63 (1995) 3, pp. 298-310

Persistent link: https://www.econbiz.de/10005430864

Information competition and vividness effects in on-line judgments

Wilson, Marie G.; Northcraft, Gregory B.; Neale, Margaret A. - In: Organizational Behavior and Human Decision Processes 44 (1989) 1, pp. 132-139

Persistent link: https://www.econbiz.de/10005430968

The Impact of Alternatives to Settlement in Dyadic Negotiation

Pinkley, Robin L.; Neale, Margaret A.; Bennett, Rebecca J. - In: Organizational Behavior and Human Decision Processes 57 (1994) 1, pp. 97-116

Persistent link: https://www.econbiz.de/10005430983

Decision bias and personnel selection strategies

Huber, Vandra L.; Neale, Margaret A.; Northcraft, Gregory B. - In: Organizational Behavior and Human Decision Processes 40 (1987) 1, pp. 136-147

Persistent link: https://www.econbiz.de/10005431140

Effects of decision strategy and number of openings on employment selection decisions

Huber, Vandra L.; Northcraft, Gregory B.; Neale, Margaret A. - In: Organizational Behavior and Human Decision Processes 45 (1990) 2, pp. 276-284

Persistent link: https://www.econbiz.de/10005431141

Effects of cognitive heuristics and goals on negotiator performance and subsequent goal setting

Huber, Vandra L.; Neale, Margaret A. - In: Organizational Behavior and Human Decision Processes 38 (1986) 3, pp. 342-365

Persistent link: https://www.econbiz.de/10005109321