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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

The framing of negotiations: Contextual versus task frames

Neale, Margaret A.; Huber, Vandra L.; Northcraft, Gregory B. - In: Organizational Behavior and Human Decision Processes 39 (1987) 2, pp. 228-241

Persistent link: https://www.econbiz.de/10005348472

The use of person–organization fit and person–job fit information in making selection decisions

Sekiguchi, Tomoki; Huber, Vandra L. - In: Organizational Behavior and Human Decision Processes 116 (2011) 2, pp. 203-216

Two policy-capturing studies were conducted to investigate how person–organization (PO) fit and person–job (PJ) fit information are weighted and combined when hiring decision makers evaluate job candidates, and how the process is influenced by the position’s characteristics. Regarding the...

Persistent link: https://www.econbiz.de/10010576398

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

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

We examine how emotion (anger and happiness) affects value claiming and creation in a dyadic negotiation between parties with unequal power. Using a new statistical technique that analyzes individual data while controlling for dyad-level dependence, we demonstrate that anger is helpful for...

Persistent link: https://www.econbiz.de/10008488463