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

Toward a positive theory of consumer choice

1980 • 5,378 citations

Towards an understanding of inequity.

1963 • 4,795 citations

The Art and Science of Negotiation.

1984 • 2,583 citations

Toward a theory of task motivation and incentives

1968 • 2,345 citations

Getting to Yes

1981 • 1,235 citations

Goal setting—A motivational technique that works

1979 • 1,222 citations

The Social Psychology of Bargaining and Negotiation

1975 • 1,192 citations

Conflict and Conflict Management.

1981 • 1,041 citations

The Art and Science of Negotiation

1983 • 991 citations

Negotiating in Organizations

1983 • 602 citations

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

1975 • 564 citations

The Social Psychology of Bargaining and Negotiation.

1976 • 447 citations

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

1980 • 250 citations

The role of task-goal attributes in employee performance.

1974 • 244 citations

Social anxiety, self-presentation, and the self-serving bias in causal attribution.

1980 • 196 citations

Negotiator Judgment

1983 • 196 citations

The Public Sector Mediation Process

1978 • 180 citations

The directing function of goals in task performance

1969 • 141 citations

Relation of goal level to performance with a short work period and multiple goal levels.

1982 • 133 citations

Influence of ability, assigned goals, and normative information on personal goals and performance: A challenge to the goal attainability assumption.

1983 • 95 citations

Toward Multi-Dimensional Values in Teaching: The Example of Conflict Behaviors<sup />

1977 • 84 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

Toward Multi-Dimensional Values in Teaching: The Example of Conflict Behaviors

1977 • 24 citations

Behavioral strategies to improve productivity

1981 • 18 citations

Intertemporal Speculation with a Random Demand in an Experimental Market

2001 • 14 citations

The Effectiveness of Experiential Methods in Training and Education: The Case of Role Playing<sup />

1977 • 13 citations

Conflict and Conflict Resolution, Social Psychology of

2001 • 5 citations