Trust development, the GRIT proposal, and the effects of conciliatory acts on conflict and cooperation.

The Norm of Reciprocity: A Preliminary Statement

1960 • 11,250 citations

The Social Psychology of Groups

1959 • 6,047 citations

Power-Dependence Relations

1962 • 5,943 citations

A Theory of Psychological Reactance

1968 • 5,014 citations

The processes of causal attribution.

1973 • 3,643 citations

Attribution theory in social psychology

1967 • 3,501 citations

From Acts To Dispositions The Attribution Process In Person Perception

1965 • 3,336 citations

Trust and suspicion

1958 • 1,943 citations

Generalized expectancies for interpersonal trust.

1971 • 1,549 citations

The resolution of conflict;: Constructive and destructive processes

1973 • 1,399 citations

The Social Psychology of Bargaining and Negotiation

1975 • 1,192 citations

Causal schemata and the attribution process

1972 • 1,057 citations

The contribution of studies of source credibility to a theory of interpersonal trust in the communication process.

1967 • 873 citations

The prediction of behavior from attitudinal and normative variables

1970 • 816 citations

Twenty Years of Experimental Gaming: Critique, Synthesis, and Suggestions for the Future

1977 • 779 citations

An Alternative to War or Surrender

1963 • 544 citations

On the Concept of Influence

1963 • 398 citations

Surveillance and trust1

1958 • 353 citations

The effects of personality and situational variables on behavioral trust.

1973 • 324 citations

Freedom and Reactance. By Robert A. Wicklund. (Potomac, Md.: Lawrence Erlbaum Associates, 1974. Pp. 205. $10.95.)

1977 • 317 citations

Studies of interpersonal bargaining

1962 • 286 citations

The effect of threat upon interpersonal bargaining.

1960 • 269 citations

Communication, the Development of Trust, and Cooperative Behavior

1959 • 250 citations

The influence of some types of power relationships and game strategies upon the development of interpersonal trust.

1960 • 240 citations

On increasing the persuasiveness of a low prestige communicator

1966 • 235 citations

Interpersonal trust as a factor in communication.

1956 • 231 citations

The structure of conflict

1970 • 222 citations

Some Determinants and Consequences of the Perception of Social Causality1

1955 • 220 citations

Value: Behavioral Decision Theory

1967 • 209 citations

Some descriptive aspects of two-person non-zero-sum games

1959 • 182 citations

Attitudinal vs. Normative Messages: An Investigation of the Differential Effects of Persuasive Communications on Behavior

1971 • 177 citations

The effectiveness of "overheard" persuasive communications.

1962 • 167 citations

The effect of time pressure, time elapsed, and the opponent's concession rate on behavior in negotiation

1969 • 158 citations

Cooperative and competitive behavior in mixed-motive games

1965 • 157 citations

Effects of programmed strategies on cooperation in the Prisoner's Dilemma and other mixed-motive games

1971 • 157 citations

Opening offer and frequency of concession as bargaining strategies.

1967 • 152 citations

Research reports. Compromise and logroll: Comparing the efficiency of two bargaining processes

1970 • 132 citations

The effects of information and magnitude of initial offer on interpersonal negotiation

1968 • 130 citations

Variables in experimental games: Toward a field theory.

1969 • 120 citations

Attributing trustworthiness in supervisor-worker relations

1970 • 114 citations

Inducing trust: A test of the osgood proposal.

1968 • 106 citations

Affective and emotional responses as a function of other person's gaze and cooperativeness in a two-person game.

1971 • 100 citations

The inference of intentions from moves in the Prisoner's Dilemma game

1970 • 95 citations

Suggestions for winning the real war with communism

1959 • 95 citations

The establishment of the trust relationship

1967 • 87 citations

Effects of credibility and magnitude of punishment on compliance to threats.

1969 • 86 citations

Prenegotiation experience and dyadic conflic resolution in a bargaining situation

1968 • 86 citations

Bargaining and concession making under bilateral monopoly.

1968 • 84 citations

Reciprocation and other techniques for inducing cooperation in the Prisoner's Dilemma game

1971 • 84 citations

A Critical Analysis of Research Utilizing the Prisoner's Dilemma Paradigm for the Study of Bargaining

1972 • 83 citations

Effect on opinion change of how desirable the communication is to the audience the communicator addressed.

1967 • 79 citations

The effectiveness of pacifist strategies in bargaining games

1965 • 76 citations

Asymmetry of Payoff Structure and Cooperative Behavior in the Prisoner's Dilemma Game

1973 • 75 citations

Strategies of inducing cooperation: an experimental study

1967 • 73 citations

Effects of pressures to reach agreement in bargaining.

1969 • 72 citations

Cooperative choice in a Prisoner's Dilemma game.

1965 • 72 citations

Effects of bargaining strategy and pressure to reach agreement in a stalemated negotiation.

1974 • 70 citations

Communication in interpersonal bargaining.

1966 • 64 citations

Cooperation and competition: readings on mixed-motive games

1972 • 59 citations

Strategy and the credibility of promises in the Prisoner's Dilemma game

1968 • 55 citations

Induced collaboration in some non-zero-sum games

1962 • 55 citations

Threats and the development of coordination: Further studies of the Deutsch and Krauss trucking game.

1966 • 54 citations

Power, the use of power, and cooperative choice in a two-person game.

1968 • 54 citations

Bargaining and reciprocity.

1970 • 50 citations

Attributing trust and conciliatory intent from coercive power capability.

1973 • 50 citations

Effect of unilateral promise and value of rewards upon cooperation and trust.

1964 • 46 citations

Cooperation and interpersonal risk.

1971 • 42 citations

Social power and the credibility of promises.

1969 • 40 citations

Reduction of physical aggression: The effects of four strategies.

1971 • 39 citations

The effect of an initial cooperative or competitive treatment upon a subject's response to conditional cooperation

1967 • 38 citations

Three-person non-zero-sum nonnegotiable games

2007 • 37 citations

Interpersonal attraction and the reciprocation of benefits.

1973 • 36 citations

Original stakes and behavior in the prisoner’s dilemma game

1968 • 36 citations

Social approval and disapproval cues in anxiety‐arousing communications

1967 • 35 citations

Cooperation and the Use of Coercion by Groups and Individuals

1977 • 35 citations

Cooperative Behavior in a Mixed-Motive Game

1964 • 34 citations

Behavior of a threatener: retaliation vs. fixed opportunity costs

1970 • 34 citations

Communication schedule and cooperative game behavior.

1971 • 33 citations

Strategies of "real" opponents in eliciting cooperative choice in a Prisoner's Dilemma game

1971 • 32 citations

Distributive justice and collaboration in non-zero-sum games

1964 • 28 citations

The effects of role-reversal during the discussion of opposing viewpoints

1968 • 27 citations

Ineffectiveness of "overheard" counterpropaganda.

1965 • 27 citations

Pacifist bargaining tactics: some "outsider" influences

1969 • 27 citations

Communication, group loyalty, and trust in the PD game

1969 • 26 citations

Effects of the emotional relationship between protagonists in a two-person game.

1966 • 25 citations

Perspective in Foreign Policy

1966 • 25 citations

Communication in non-zero-sum games.

1972 • 23 citations

Threats, communication, and bargaining.

1975 • 23 citations

Some factors affecting choice in the Prisoner's Dilemma

1967 • 22 citations

Exploitative behavior in non-zero-sum games.

1970 • 21 citations

The effect of early cooperation on the escalation of conflict

1970 • 21 citations

Factors affecting the magnitude of subjective utility parameters in a tacit bargaining game

1972 • 20 citations

Honesty, deceit, and timing in the display of intentions

1967 • 19 citations

Effects of prior exposure to cooperative or competitive treatment upon subject's responding in the Prisoner's Dilemma.

1968 • 18 citations

Effects of power, threat, and sex on exploitation.

1973 • 15 citations

The effects of conflict intensity and promisor credibility on a target’s behavior

1969 • 15 citations

Perspective in Foreign Policy

1966 • 15 citations

Shifts of Power in a Mixed-Motive Game

1969 • 14 citations

Alternative cooperative strategies in a bargaining game

1969 • 13 citations

Undoing deadlocks of Distrust: hip Berkeley students and the ROTC

1971 • 13 citations

Perception of Opponent's Motives and Cooperation in a Mixed-Motive Game

1974 • 13 citations

Tendencies to compete and to attack as a function of inspection, incentive and available alternatives.

1967 • 13 citations

Elicitation of Cooperation by Retaliatory and Nonretaliatory Strategies in a Mixed-Motive Game

1973 • 11 citations

Mental patients, prisoners, and students with simulated partners in a mixed-motive game

1968 • 11 citations

Retaliation level as a foundation for subsequent conciliation

1976 • 10 citations

Cooperative Behavior in Dyads

1974 • 10 citations

Pacifist strategy and cooperation under interpersonal risk.

1973 • 9 citations

Ratios of force and escalation in a game situation

1971 • 6 citations

The effect of illusory power in non-zero-sum games

1971 • 5 citations

Attraction and reactions to noncontingent promises

1973 • 5 citations

Defense, vulnerability, and cooperation in a mixed-motive game.

1973 • 4 citations