Discrepant Values and Measures of Negotiator Performance

[1]  A. Roth,et al.  An experimental study of sequential bargaining , 1998 .

[2]  Keith G. Allred,et al.  The Influence of Anger and Compassion on Negotiation Performance , 1997 .

[3]  D. Clyman Measures of Joint Performance in Dyadic Mixed-Motive Negotiations , 1995 .

[4]  Kathleen L. McGinn,et al.  Friends, Lovers, Colleagues, Strangers: The Effects of Relationships on the Process and Outcome of Dyadic Negotiations , 1995 .

[5]  Blair H. Sheppard,et al.  Organizational justice: The search for fairness in the workplace. , 1994 .

[6]  Max H. Bazerman,et al.  Reversals of preference in allocation decisions: Judging an alternative versus choosing among alternatives , 1992 .

[7]  T. M. Tripp,et al.  An evaluation of dependent variables in experimental negotiation studies: Impasse rates and pareto efficiency☆ , 1992 .

[8]  Norbert K Tanzer,et al.  What people regard as unjust: Types and structures of everyday experiences of injustice. , 1990 .

[9]  L. Thompson,et al.  Social Utility and Decision Making in Interpersonal Contexts , 1989 .

[10]  R. Folger,et al.  Controversial issues in social research methods , 1987 .

[11]  Louis W. Stern,et al.  Assessing the Predictive Accuracy of Two Utility-Based Theories in a Marketing Channel Negotiation Context , 1986 .

[12]  M. Bazerman,et al.  The Effects of Framing and Negotiator Overconfidence on Bargaining Behaviors and Outcomes , 1985 .

[13]  Scott A. Neslin,et al.  Nash's Theory of Cooperative Games as a Predictor of the Outcomes of Buyer-Seller Negotiations: An Experiment in Media Purchasing , 1983 .

[14]  H. Raiffa,et al.  The art and science of negotiation , 1983 .

[15]  W. Güth,et al.  An experimental analysis of ultimatum bargaining , 1982 .

[16]  David E. Bell,et al.  Regret in Decision Making under Uncertainty , 1982, Oper. Res..

[17]  Robert M. May,et al.  The evolution of cooperation , 1981, Science.

[18]  A. Tversky,et al.  Decision, probability, and utility: Prospect theory: An analysis of decision under risk , 1979 .

[19]  G. Leventhal What Should Be Done with Equity Theory? New Approaches to the Study of Fairness in Social Relationships. , 1976 .

[20]  Stuart S. Nagel,et al.  Procedural Justice: A Psychological Analysis , 1976 .

[21]  S. Fillenbaum,et al.  Prior deception and subsequent experimental performance: the "faithful" subject. , 1966, Journal of personality and social psychology.

[22]  D. Campbell Factors relevant to the validity of experiments in social settings. , 1957, Psychological bulletin.

[23]  L. J. Savage,et al.  The Foundations of Statistics , 1955 .

[24]  M. Bazerman,et al.  Cognition and Rationality in Negotiation , 1991 .

[25]  Michael Taylor The possibility of cooperation , 1987 .

[26]  Neal Schmitt,et al.  Student Guinea Pigs: Porcine Predictors and Particularistic Phenomena , 1987 .

[27]  M. Gordon,et al.  The “Science of the Sophomore” Revisited: from Conjecture to Empiricism , 1986 .

[28]  T. Cook,et al.  Quasi-experimentation: Design & analysis issues for field settings , 1979 .

[29]  H. Kelley,et al.  Interpersonal relations: A theory of interdependence , 1978 .

[30]  L. Christensen The negative subject: Myth, reality, or a prior experimental experience effect? , 1977 .

[31]  Arie W. Kruglanski,et al.  The Human Subject in the Psychology Experiment: Fact and Artifact , 1975 .

[32]  J. Masling Role-related behavior of the subject and psychologist and its effects upon psychological data. , 1966 .

[33]  M. J. Rosenberg,et al.  WHEN DISSONANCE FAILS: ON ELIMINATING EVALUATION APPREHENSION FROM ATTITUDE MEASUREMENT. , 1965, Journal of personality and social psychology.

[34]  M. Rabin,et al.  Published by: American , 2022 .

[35]  M. Orne This Week's Citation Classic , 2022 .