Negotiator cognition and rationality: A behavioral decision theory perspective

[1]  A. Tversky,et al.  Rational choice and the framing of decisions , 1990 .

[2]  Vandra L. Huber,et al.  Effects of self- and competitor goals on performance in an interdependent bargaining task , 1987 .

[3]  G. Northcraft,et al.  Experts, amateurs, and refrigerators: Comparing expert and amateur negotiators in a novel task , 1986 .

[4]  G. Northcraft,et al.  Opportunity costs and the framing of resource allocation decisions , 1986 .

[5]  Max H. Bazerman,et al.  Interlocking Directorates: A Strategy for Reducing Environmental Uncertainty , 1981 .

[6]  Roger C. Schank,et al.  Scripts, plans, goals and understanding: an inquiry into human knowledge structures , 1978 .

[7]  J. Keith Murnighan,et al.  Models of coalition behavior: Game theoretic, social psychological, and political perspectives. , 1978 .

[8]  Paul Slovic,et al.  Comparison of Bayesian and Regression Approaches to the Study of Information Processing in Judgment. , 1971 .

[9]  Margaret A. Neale,et al.  The effects of negotiation and arbitration cost salience on bargainer behavior: The role of the arbitrator and constituency on negotiator judgment , 1984 .

[10]  Vandra L. Huber,et al.  Judgment by heuristics: Effects of ratee and rater characteristics and performance standards on performance-related judgments , 1987 .

[11]  M. Deutsch Equity, Equality, and Need: What Determines Which Value Will Be Used as the Basis of Distributive Justice? , 1975 .

[12]  Max H. Bazerman,et al.  Power balance and the rationality of outcomes in matching markets. , 1991 .

[13]  G. Northcraft,et al.  Experts, amateurs, and real estate: An anchoring-and-adjustment perspective on property pricing decisions , 1987 .

[14]  Jerome M. Chertkoff,et al.  A bargaining theory of coalition formation. , 1973 .

[15]  Sheryl B. Ball,et al.  An evaluation of learning in the bilateral winner's curse , 1991 .

[16]  Helmut Lamm,et al.  Risk taking in the context of intergroup negotiation , 1970 .

[17]  A. Tversky,et al.  Judgment under Uncertainty: Heuristics and Biases , 1974, Science.

[18]  L. Thompson Negotiation behavior and outcomes: Empirical evidence and theoretical issues. , 1990 .

[19]  Peter S. Fader,et al.  Power and Goal Setting in Channel Negotiations , 1986 .

[20]  Barbara Yngvesson,et al.  Language, Audience, and the Transformation of Disputes , 1980 .

[21]  Max H. Bazerman,et al.  Improving negotiation effectiveness under final offer arbitration: The role of selection and training. , 1982 .

[22]  S. Ross The Economic Theory of Agency: The Principal's Problem , 1973 .

[23]  B. Brown,et al.  The effects of need to maintain face on interpersonal bargaining. , 1968 .

[24]  Matthew L. Spitzer,et al.  The Coase Theorem: Some Experimental Tests , 1982, The Journal of Law and Economics.

[25]  Alvin E. Roth,et al.  COMMON AND CONFLICTING INTERESTS IN TWO-SIDED MATCHING MARKETS , 1985 .

[26]  N. Vidmar Effects of Representational Roles and Mediators on Negotiation Effectiveness. , 1971 .

[27]  M. Bazerman,et al.  Matching and negotiation processes in quasi-markets , 1989 .

[28]  Margaret A. Neale,et al.  Effects of cognitive heuristics and goals on negotiator performance and subsequent goal setting , 1986 .

[29]  F. Schoorman,et al.  A Limited Rationality Model of Interlocking Directorates. , 1983 .

[30]  V. Smith,et al.  Research in Experimental Economics , 1979 .

[31]  L. Ross,et al.  Human Inference: Strategies and Shortcomings of Social Judgment. , 1981 .

[32]  Adams Js Towards an understanding of inequity , 1963 .

[33]  V. Crawford,et al.  Job Matching with Heterogeneous Firms and Workers , 1981 .

[34]  Henry Mintzberg The Manager's Job: Folklore and Fact. , 1975 .

[35]  Barry M. Staw,et al.  Task Revision: A Neglected Form of Work Performance , 1990 .

[36]  Max H. Bazerman,et al.  Groups as mixed motive negotiations , 1988 .

[37]  M. C. Jensen,et al.  Harvard Business School; SSRN; National Bureau of Economic Research (NBER); European Corporate Governance Institute (ECGI); Harvard University - Accounting & Control Unit , 1976 .

[38]  L. Thompson,et al.  Group negotiation: Effects of decision rule, agenda, and aspiration. , 1988 .