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"Fixed Pie" a la Mode: Information Availability, Information Processing, and the Negotiation of Suboptimal Agreements

Pinkley, Robin L.; Griffith, Terri L.; Northcraft, … - In: Organizational Behavior and Human Decision Processes 62 (1995) 1, pp. 101-112

Persistent link: https://www.econbiz.de/10005348506

Media Effects and Communication Bias in Diverse Groups

Bhappu, Anita D.; Griffith, Terri L.; Northcraft, Gregory B. - In: Organizational Behavior and Human Decision Processes 70 (1997) 3, pp. 199-205

Persistent link: https://www.econbiz.de/10005348663

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 preservation of self in everyday life: The effects of performance expectations and feedback context on feedback inquiry

Northcraft, Gregory B.; Ashford, Susan J. - In: Organizational Behavior and Human Decision Processes 47 (1990) 1, pp. 42-64

Persistent link: https://www.econbiz.de/10005431108

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

Unlocking integrative potential: Expressed emotional ambivalence and negotiation outcomes

Rothman, Naomi B.; Northcraft, Gregory B. - In: Organizational Behavior and Human Decision Processes 126 (2015) C, pp. 65-76

This paper examines how one negotiator’s expressed emotional ambivalence can foster integrative outcomes. Study 1 demonstrated that observing a negotiation partner’s emotional ambivalence leads negotiators to come up with more integrative agreements. Study 2 examined a proposed mechanism:...

Persistent link: https://www.econbiz.de/10011116191

Conveying more (or less) than we realize: The role of impression-management in feedback-seeking

Ashford, Susan J.; Northcraft, Gregory B. - In: Organizational Behavior and Human Decision Processes 53 (1992) 3, pp. 310-334

Persistent link: https://www.econbiz.de/10005109331

Is it even worth it? The effect of loss prospects in the outcome distribution of a public goods dilemma

McCarter, Matthew W.; Rockmann, Kevin W.; Northcraft, … - In: Organizational Behavior and Human Decision Processes 111 (2010) 1, pp. 1-12

Contributions to public goods are premised on the expectation that the collective will realize benefit in excess of the value of required contributions. However, past research has focused on public goods of fixed and known value, for which the added value of the produced public good is obvious....

Persistent link: https://www.econbiz.de/10008522592