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Power and goal setting in channel negotiations
McAlister, Leigh - In: Journal of marketing research : JMR 23 (1986) 3, pp. 228-236
Persistent link: https://www.econbiz.de/10001011973
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"A matter of trust" : effects of communication on the efficiency and distribution of outcomes
Valley, Kathleen L. - In: Journal of economic behavior & organization : JEBO 34 (1998) 2, pp. 211-238
Persistent link: https://www.econbiz.de/10001237946
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The inconsistent evaluation of absolute versus comparative payoffs in labor supply and bargaining
Blount, Sally - In: Journal of economic behavior & organization : JEBO 30 (1996) 2, pp. 227-240
Persistent link: https://www.econbiz.de/10001211234
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The winner's curse in bilateral negotiations
Samuelson, William - 1985
Persistent link: https://www.econbiz.de/10001042694
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Explaining how preferences change across joint versus separate evaluation
Bazerman, Max H. (contributor) - In: Journal of economic behavior & organization : JEBO 39 (1999) 1, pp. 41-58
Persistent link: https://www.econbiz.de/10001411216
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The failure of auditor independence : cognitive, structural, legislative, and political causes
Tanlu, Lloyd; Moore, Don A.; Bazerman, Max H. - 2003
Persistent link: https://www.econbiz.de/10001787105
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On the robustness of the winner's curse phenomenon
Grosskopf, Brit; Bereby-Meyer, Yoella; Bazerman, Max H. - 2003
Persistent link: https://www.econbiz.de/10002550443
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Predictable surprises : the disasters you should have seen coming, and how to prevent them
Bazerman, Max H.; Watkins, Michael - 2004
Persistent link: https://www.econbiz.de/10002140764
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Conflicts of interest : challenges and solutions in business, law, medicine, and public policy
Moore, Don A. (ed.); Cain, Daylian M. (contributor);  … - 2005 - 1. publ.
Persistent link: https://www.econbiz.de/10002140769
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Naiveté and Cynicism in Negotiations and Other Competitive Contexts
Tsay, Chia-Jung; Shu, Lisa L.; Bazerman, Max H. - 2013
A wealth of literature documents how the common failure to think about the self-interests of others contributes to suboptimal outcomes. Yet sometimes, an excess of cynicism appears to lead us to over-think the actions of others and make negative attributions about their motivations without...
Persistent link: https://www.econbiz.de/10014044200