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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

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

Experts, amateurs, and refrigerators: Comparing expert and amateur negotiators in a novel task

Neale, Margaret A.; Northcraft, Gregory B. - In: Organizational Behavior and Human Decision Processes 38 (1986) 3, pp. 305-317

Persistent link: https://www.econbiz.de/10005348345

Agents as information brokers: The effects of information disclosure on negotiated outcomes

Valley, Kathleen L.; White, Sally Blount; Neale, Margaret A. - In: Organizational Behavior and Human Decision Processes 51 (1992) 2, pp. 220-236

Persistent link: https://www.econbiz.de/10005348370