Keyword

negotiation behavior

Description: Negotiation behavior comprises the verbal and nonverbal actions people use to pursue, manage, and conclude agreements in interpersonal, organizational, or commercial bargaining.

Primary topic: Conflict Management and Negotiation (56%)

OpenAlex ID: keywords/negotiation-behavior

An experimental analysis of ultimatum bargaining

1982 · Werner Güth, Rolf Schmittberger, et al. · Journal of Economic Behavior & Organization · 4,824

The Proteus Effect: The Effect of Transformed Self-Representation on Behavior

2007 · Nick Yee, Jeremy Bailenson · Human Communication Research · 2,115

A Behavioral Theory of Labor Negotiations.

1966 · Herbert R. Northrup, Richard E. Walton, et al. · Industrial and Labor Relations Review · 1,257

Cultural Differences in Ultimatum Game Experiments: Evidence from a Meta-Analysis

2004 · Hessel Oosterbeek, Randolph Sloof, et al. · Experimental Economics · 830

A Behavioral Theory of Labor Negotiations: An Analysis of a Social Interaction System.

1992 · George Strauss, Richard E. Walton, et al. · Industrial and Labor Relations Review · 762

Ultimatum bargaining behavior

1990 · Werner Güth, Reinhard Tietz · Journal of Economic Psychology · 652

Negotiation behavior and outcomes: Empirical evidence and theoretical issues.

1990 · Leigh Thompson · Psychological Bulletin · 648

The Effects of Framing and Negotiator Overconfidence on Bargaining Behaviors and Outcomes.

1985 · M. A. Neale, M. H. Bazerman · Academy of Management Journal · 503

Chinese Conflict Preferences and Negotiating Behaviour: Cultural and Psychological Influences

1991 · Paul S. Kirkbride, Sara F. Y. Tang, et al. · Organization Studies · 420

Negotiation behavior when cultures collide: The United States and Japan.

2001 · Wendi L. Adair, Tetsushi Okumura, et al. · Journal of Applied Psychology · 339

Moral Property Rights in Bargaining with Infeasible Claims

2005 · Simon Gächter, Arno Riedl · Management Science · 294

Explorations of Negotiation Behaviors in Ten Foreign Cultures Using a Model Developed in the United States

1994 · John L. Graham, Alma T. Mintu, et al. · Management Science · 279

Studies of interpersonal bargaining

1962 · Morton Deutsch, Robert M. Krauss · Journal of Conflict Resolution · 276

The effect of threat upon interpersonal bargaining.

1960 · Morton Deutsch, Robert M. Krauss · Journal of Abnormal & Social Psychology · 265

Ultimatum bargaining by children and adults

1998 · J.Keith Murnighan, Michael Scott Saxon · Journal of Economic Psychology · 242

PDF

Extended Deterrence and the Outbreak of War

1988 · Paul K. Huth · American Political Science Review · 225

The Turnover Trap: New Leaders, Reputation, and International Conflict

2007 · Scott Wolford · American Journal of Political Science · 210

Buyouts, information asymmetry and the family management dyad

2003 · Carole Howorth, Paul Westhead, et al. · Journal of Business Venturing · 208

The Dynamics of Long-Term Business-to-Business Exchange Relationships

1994 · P. A. Dabholkar, W. J. Johnston, et al. · Journal of the Academy of Marketing Science · 205

Ask and you shall Receive? Gender Differences in Negotiators' Beliefs about Requests for a Higher Salary

2003 · Lisa A. Barron · Human Relations · 187

Field Experiments in Economics

2005 · Carpenter, Jeffrey P., Harrison, Glenn W. 1955-, et al. · Research in experimental economics · 185

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

1984 · Stephen W. Clopton · Journal of Marketing Research · 180

Development of a Content Analytic System for Analysis of Bargaining Communication in Marketing

1978 · Reinhard Angelmar, Louis W. Stern · Journal of Marketing Research · 151

The Negotiation of Purpose in Multi‐Organizational Collaborative Groups

2001 · Colin Eden, Chris Huxham · Journal of Management Studies · 141

Misperceiving negotiation counterparts: When situationally determined bargaining behaviors are attributed to personality traits.

1999 · Michael W. Morris, Richard P. Larrick, et al. · Journal of Personality and Social Psychology · 139

Works count: 1,293

Citation count: 25,660