An evaluation of dependent variables in experimental negotiation studies: Impasse rates and pareto efficiency

Inequity In Social Exchange

1965 • 10,134 citations

The Bargaining Problem

1950 • 7,674 citations

Two-Person Cooperative Games

1953 • 3,138 citations

Efficient mechanisms for bilateral trading

1983 • 2,540 citations

Social utility and decision making in interpersonal contexts.

1989 • 1,071 citations

The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation

1986 • 770 citations

Negotiation behavior and outcomes: Empirical evidence and theoretical issues.

1990 • 626 citations

THE EFFECTS OF FRAMING AND NEGOTIATOR OVERCONFIDENCE ON BARGAINING BEHAVIORS AND OUTCOMES.

1985 • 491 citations

Integrative bargaining in a competitive market

1985 • 415 citations

The Role of Information in Bargaining: An Experimental Study

1982 • 328 citations

Time Pressure and the Development of Integrative Agreements in Bilateral Negotiations

1986 • 268 citations

TACTICAL BEHAVIOR AND NEGOTIATION OUTCOMES

1990 • 260 citations

Effects of trust, aspiration, and gender on negotiation tactics.

1980 • 250 citations

Resistance to yielding and the expectation of cooperative future interaction in negotiation

1984 • 243 citations

The Deadline Effect in Bargaining: Some Experimental Evidence

2016 • 224 citations

The framing of negotiations: Contextual versus task frames

1987 • 207 citations

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

1986 • 203 citations

Accountability to constituents: A two-edged sword

1984 • 200 citations

Negotiator Judgment

1983 • 196 citations

Looking and competing: Accountability and visual access in integrative bargaining.

1981 • 193 citations

A framework for social motives

1976 • 170 citations

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

1984 • 169 citations

Power and Goal Setting in Channel Negotiations

1986 • 164 citations

THE EFFECTS OF NEGOTIATOR PREFERENCES, SITUATIONAL POWER, AND NEGOTIATOR PERSONALITY ON OUTCOMES OF BUSINESS NEGOTIATIONS.

1985 • 119 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

Strategic Interaction and Conflict

1973 • 109 citations

Power balance and the rationality of outcomes in matching markets

1991 • 103 citations

Risk aversion in bargaining: An experimental study

1988 • 103 citations

The Judgment Policies of Negotiators and the Structure of Negotiation Problems

1991 • 102 citations

Power and Goal Setting in Channel Negotiations

1986 • 93 citations

Effects of self- and competitor goals on performance in an interdependent bargaining task.

1987 • 92 citations

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

1986 • 77 citations

Gender effects in negotiation: Constituent surveilance and contentious behavior

1986 • 76 citations

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

1984 • 74 citations

Effects of gain and loss decision frames on risky purchase negotiations.

1987 • 67 citations

The effects of negotiation and arbitration cost salience on bargainer behavior: The role of the arbitrator and constituency on negotiator judgment

1984 • 62 citations

Judgment tasks and biases in negotiation

1990 • 55 citations

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

1983 • 50 citations

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

1986 • 41 citations

Disagreement in Bargaining

1981 • 41 citations

Matching and negotiation processes in quasi-markets

1989 • 24 citations

Designs for evaluating the validity and accuracy of performance ratings

1987 • 22 citations

Negotiator Behavior and the Occurence of Disputes

1990 • 17 citations

Negotiator Behavior and the Occurrence of Disputes

1997 • 16 citations

Intraparty Dissensus and Interparty Conflict Resolution

1981 • 15 citations