Negotiation as a Social Process
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TOTAL DOCUMENTS

14

(FIVE YEARS 0)

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8

(FIVE YEARS 0)

Published By SAGE Publications, Inc.

9780803957381, 9781483345369

Latest Documents Most Cited Documents Contributed Authors Related Sources Related Keywords

Joint Decision Making: The Inseparability of Relationships and Negotiation

Negotiation as a Social Process ◽

10.4135/9781483345369.n8 ◽

2014 ◽

pp. 166-185 ◽

Author(s):

Leonard Greenhalgh ◽

Deborah I. Chapman

Keyword(s):

Decision Making ◽

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In Dubious Battle: Heightened Accountability, Dysphoric Cognition, and Self-Defeating Bargaining Behavior

Negotiation as a Social Process ◽

10.4135/9781483345369.n5 ◽

2014 ◽

pp. 95-120 ◽

Author(s):

Roderick M. Kramer

Keyword(s):

Bargaining Behavior

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Let's Make Some New Rules: Social Factors That Make Freedom Unattractive

Negotiation as a Social Process ◽

10.4135/9781483345369.n3 ◽

2014 ◽

pp. 48-68 ◽

Author(s):

Charles D. Samuelson ◽

David M. Messick

Keyword(s):

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Fairness versus Self-Interest: Asymmetric Moral Imperatives in Ultimatum Bargaining

Negotiation as a Social Process ◽

10.4135/9781483345369.n11 ◽

2014 ◽

pp. 240-267 ◽

Author(s):

Keith J. Murnighan ◽

Madanm M. Pillutla

Keyword(s):

Ultimatum Bargaining ◽

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Multiparty Negotiation in Its Social Context

Negotiation as a Social Process ◽

10.4135/9781483345369.n6 ◽

2014 ◽

pp. 123-142 ◽

Author(s):

Jeffrey T. Polzer ◽

Elizabeth A. Mannix ◽

Margaret A. Neale

Keyword(s):

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Regression to the Mean, Expectation Inflation, and the Winner's Curse in Organizational Contexts

Negotiation as a Social Process ◽

10.4135/9781483345369.n4 ◽

2014 ◽

pp. 69-94 ◽

Author(s):

Richard J. Harrison ◽

Max H. Bazerman

Keyword(s):

Winner's Curse ◽

Regression To The Mean ◽

Winner’S Curse ◽

Organizational Contexts ◽

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Networks and Collective Scripts: Paying Attention to Structure in Bargaining Theory

Negotiation as a Social Process ◽

10.4135/9781483345369.n2 ◽

2014 ◽

pp. 37-47 ◽

Author(s):

Dean G. Pruitt

Keyword(s):

Bargaining Theory

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Social Context in Tacit Bargaining Games: Consequences for Perceptions of Affinity and Cooperative Behavior

Negotiation as a Social Process ◽

10.4135/9781483345369.n12 ◽

2014 ◽

pp. 268-284 ◽

Author(s):

Richard P. Larrick ◽

Sally Blount

Keyword(s):

Social Context ◽

Cooperative Behavior ◽

Bargaining Games

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Property, Culture, and Negotiation

Negotiation as a Social Process ◽

10.4135/9781483345369.n14 ◽

2014 ◽

pp. 309-323 ◽

Author(s):

Peter J. Carnevale

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Social Context in Negotiation: An Information-Processing Perspective

Negotiation as a Social Process ◽

10.4135/9781483345369.n1 ◽

2014 ◽

pp. 5-36 ◽

Author(s):

Leigh Thompson ◽

Erika Peterson ◽

Laura Kray

Keyword(s):

Information Processing ◽

Social Context ◽

Information Processing Perspective

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