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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
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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
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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
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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
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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
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Equity, Equality, or Need? The Effects of Organizational Culture on the Allocation of Benefits and Burdens
Mannix, Elizabeth A.; Neale, Margaret A.; Northcraft, … - In: Organizational Behavior and Human Decision Processes 63 (1995) 3, pp. 276-286
Persistent link: https://www.econbiz.de/10005348554
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Non-linear Preference Functions and Negotiated Outcomes
Northcraft, Gregory B.; Preston, Jared N.; Neale, … - In: Organizational Behavior and Human Decision Processes 73 (1998) 1, pp. 54-75
Persistent link: https://www.econbiz.de/10005197361
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Experts, amateurs, and real estate: An anchoring-and-adjustment perspective on property pricing decisions
Northcraft, Gregory B.; Neale, Margaret A. - In: Organizational Behavior and Human Decision Processes 39 (1987) 1, pp. 84-97
Persistent link: https://www.econbiz.de/10005318837
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Opportunity costs and the framing of resource allocation decisions
Northcraft, Gregory B.; Neale, Margaret A. - In: Organizational Behavior and Human Decision Processes 37 (1986) 3, pp. 348-356
Persistent link: https://www.econbiz.de/10005318937
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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