Power and Goal Setting in Channel Negotiations

Prospect Theory: An Analysis of Decision under Risk

1979 • 41,742 citations

Toward a positive theory of consumer choice

1980 • 5,378 citations

Negotiating in Organizations

1983 • 602 citations

A Review of Research on the Application of Goal Setting in Organizations.

1975 • 564 citations

Integrative bargaining in a competitive market

1985 • 415 citations

Negotiations, social-psychological perspectives

1977 • 339 citations

Bargaining in an Asymmetrical Power Structure

1981 • 286 citations

Experts, amateurs, and refrigerators: Comparing expert and amateur negotiators in a novel task

1986 • 203 citations

Negotiator Judgment

1983 • 196 citations

Seller and Buying Firm Factors Affecting Industrial Buyers’ Negotiation Behavior and Outcomes

1984 • 169 citations

Development of a Content Analytic System for Analysis of Bargaining Communication in Marketing

1978 • 144 citations

The effect of externally set goals on reaching integrative agreements in competitive markets

1985 • 115 citations

Nash's Theory of Cooperative Games as a Predictor of the Outcomes of Buyer-Seller Negotiations: An Experiment in Media Purchasing

1983 • 114 citations

Managing Conflict in Distribution Channels: A Laboratory Study

1973 • 102 citations

Assessing the Predictive Accuracy of Two Utility-Based Theories in a Marketing Channel Negotiation Context

1986 • 77 citations

Commitment to future interaction in marketing transactions.

1975 • 26 citations