Negotiator Judgment

Prospect Theory: An Analysis of Decision under Risk

1979 • 41,742 citations

Prospect theory: An analysis of decision under risk

1988 • 34,484 citations

Judgment under Uncertainty: Heuristics and Biases

1974 • 24,440 citations

The Framing of Decisions and the Psychology of Choice

1981 • 16,265 citations

Research in Organizational Behavior.

1986 • 10,044 citations

The Art and Science of Negotiation.

1984 • 2,583 citations

Knee-deep in the big muddy: a study of escalating commitment to a chosen course of action

1976 • 2,003 citations

The Escalation of Commitment To a Course of Action

1981 • 1,466 citations

Getting to Yes

1981 • 1,235 citations

Confidence in judgment: Persistence of the illusion of validity.

1978 • 1,174 citations

A Behavioral Theory of Labor Negotiations: An Analysis of a Social Interaction System.

1992 • 801 citations

Negotiating in Organizations

1983 • 602 citations

Calibration of Probabilities: The State of the Art

1977 • 465 citations

The Art & Science of Negotiation

1983 • 386 citations

Dynamic Administration: The Collected Papers of Mary Parker Follett

1943 • 379 citations

The Role of Perspective-Taking Ability in Negotiating under Different Forms of Arbitration

1983 • 315 citations

Decision Making and Change in Human Affairs

1977 • 221 citations

Improving negotiation effectiveness under final offer arbitration: The role of selection and training.

1982 • 220 citations

Factors affecting entrapment in waiting situations: The Rosencrantz and Guildenstern effect.

1975 • 212 citations

Heuristics in Negotiation: Limitations to Effective Dispute Resolution

1983 • 201 citations

Performance evaluation in a dynamic context: A laboratory study of the impact of a prior commitment to the ratee.

1982 • 162 citations

Organizational Psychology

2008 • 70 citations

Academy of Management Annual Meeting 1997

1997 • 57 citations

Readings in Social Psychology

1960 • 56 citations

PSYCHOLOGY OF PREFERENCES

1982 • 27 citations

The Winner's Curse: An Empirical Investigation

1983 • 17 citations