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Stacey, Derek - In: Review of economic dynamics 33 (2019), pp. 85-104

Persistent link: https://www.econbiz.de/10012312179

The attraction and compromise effects in bargaining : experimental evidence

Galeotti, Fabio; Montero, María; Poulsen, Anders - In: Management science : journal of the Institute for … 68 (2022) 4, pp. 2987-3007

Persistent link: https://www.econbiz.de/10013368358

How well does bargaining work in consumer markets? : a robust bounds approach

Freyberger, Joachim; Larsen, Bradley J. - In: Econometrica : journal of the Econometric Society, an … 93 (2025) 1, pp. 161-194

Persistent link: https://www.econbiz.de/10015401144

Buying Status : Experimental Evidence on Status in Negotiation

Eckel, Catherine C. - 2011

Status is an important motivator of human behavior. This article examines the extent to which people are willing to adjust their negotiating behavior in response to their opponent's status level. The results of a series of experiments on the effect of status on student subjects' negotiating...

Persistent link: https://www.econbiz.de/10013122609

Is it sometimes better to receive than to give? : preferences for receiver roles over proposer roles in consumer behavior ultimatums

Conlon, Donald E.; Tinsley, Catherine H.; Birk, Samuel J.; … - In: Organizational behavior and human decision processes : … 119 (2012) 1, pp. 64-77

Persistent link: https://www.econbiz.de/10009580565

Sequential negotiations with loss-averse buyers

Rosato, Antonio - In: European economic review : EER 91 (2017), pp. 290-304

Persistent link: https://www.econbiz.de/10011788600

Effects of implicit negotiation beliefs and moral disengagement on negotiator attitudes and deceptive behavior

Tasa, Kevin; Bell, Chris M. - In: Journal of business ethics : JOBE 142 (2017) 1, pp. 169-183

Persistent link: https://www.econbiz.de/10011711665

How do I tell you what I want? : agent’s interpretation of principal’s preferences and its impact on understanding the negotiation process and outcomes

Wachowicz, Tomasz; Kersten, Gregory E.; Roszkowska, Ewa - In: Operational research : an international journal 19 (2019) 4, pp. 993-1032

Persistent link: https://www.econbiz.de/10012129529

How to promote long-term appropriation in buyer-seller negotiations? : the role of bargaining experience

Domingos, Fernando D.; Cabral, Sandro; Lazzarini, Sérgio; … - 2020 - This version: October 2020

Persistent link: https://www.econbiz.de/10012437036

Changing secondhand economies : introduction

Hansen, Karen Tranberg; Le Zotte, Jennifer - In: Business history 61 (2019) 1, pp. 1-16

Persistent link: https://www.econbiz.de/10012181656