Goates, Nathan; Barry, Bruce; Friedman, Ray - 2012
Reputation is defined as 'socially constructed labels that extend the consequences of a party's actions across time …, situations, and other actions' (Tinsley, O'Conner, & Sullivan, 2002). Drawing on schema theory (Fiske & Taylor, 1991), Tinsley … work on reputation has explored the effects of negotiator reputation on outcome (Friedman, Anderson, Brett, Olekalns …