An evaluation of dependent variables in experimental negotiation studies: Impasse rates and pareto efficiency
- 31 March 1992
- journal article
- Published by Elsevier BV in Organizational Behavior and Human Decision Processes
- Vol. 51 (2), 273-295
- https://doi.org/10.1016/0749-5978(92)90014-x
Abstract
No abstract availableKeywords
This publication has 33 references indexed in Scilit:
- Time Pressure and the Development of Integrative Agreements in Bilateral NegotiationsJournal of Conflict Resolution, 1986
- Assessing the Predictive Accuracy of Two Utility-Based Theories in a Marketing Channel Negotiation ContextJournal of Marketing Research, 1986
- The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiationOrganizational Behavior and Human Decision Processes, 1986
- Integrative bargaining in a competitive marketOrganizational Behavior and Human Decision Processes, 1985
- THE EFFECTS OF NEGOTIATOR PREFERENCES, SITUATIONAL POWER, AND NEGOTIATOR PERSONALITY ON OUTCOMES OF BUSINESS NEGOTIATIONS.The Academy of Management Journal, 1985
- Accountability to constituents: A two-edged swordOrganizational Behavior and Human Performance, 1984
- Resistance to yielding and the expectation of cooperative future interaction in negotiationJournal of Experimental Social Psychology, 1984
- Seller and Buying Firm Factors Affecting Industrial Buyers' Negotiation Behavior and OutcomesJournal of Marketing Research, 1984
- Negotiator JudgmentAmerican Behavioral Scientist, 1983
- Looking and competing: Accountability and visual access in integrative bargaining.Journal of Personality and Social Psychology, 1981