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

Prospect theory: An analysis of decision under risk

1988 • 34,484 citations

Judgment under Uncertainty: Heuristics and Biases

1975 • 23,866 citations

The Framing of Decisions and the Psychology of Choice

1981 • 16,265 citations

The Bargaining Problem

1950 • 7,674 citations

Judgment Under Uncertainty: Heuristics and Biases.

1984 • 5,967 citations

Toward a positive theory of consumer choice

1980 • 5,378 citations

Human Inference: Strategies and Shortcomings of Social Judgment.

1983 • 4,358 citations

The Art and Science of Negotiation.

1984 • 2,583 citations

Judgment under Uncertainty

2017 • 1,941 citations

Getting to Yes

1981 • 1,235 citations

The Social Psychology of Bargaining and Negotiation

1975 • 1,192 citations

Confidence in judgment: Persistence of the illusion of validity.

1978 • 1,174 citations

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

1983 • 315 citations

Judgment and Decision: Theory and Application

1984 • 258 citations

Livestock judges: How much information can an expert use?

1978 • 253 citations

Experience and the base-rate fallacy

1982 • 240 citations

Heuristics in Negotiation: Limitations to Effective Dispute Resolution

1983 • 201 citations

Experimental research on third-party intervention in conflict: Toward some generalizations.

1980 • 183 citations

Interest Arbitration, Outcomes, and the Incentive to Bargain

1979 • 156 citations

On Compulsory-Arbitration Schemes

1979 • 106 citations

Reciprocity and concession making in bargaining.

1975 • 84 citations

Dependence on Impasse Procedures: Police and Firefighters in New York State

1978 • 43 citations

Feedback and the Illusion of Validity in a Medical Clinic

1981 • 31 citations

Effects of mediation and alternative forms of arbitration on bargaining behavior: A laboratory study.

1982 • 20 citations