메뉴 건너뛰기




Volumn 24, Issue 2, 2000, Pages 169-204

Getting to best: Efficiency versus optimality in negotiation

Author keywords

[No Author keywords available]

Indexed keywords


EID: 0000993365     PISSN: 03640213     EISSN: None     Source Type: Journal    
DOI: 10.1207/s15516709cog2402_1     Document Type: Article
Times cited : (56)

References (74)
  • 1
    • 0001413026 scopus 로고
    • Conversation and behavior games in the pragmatics of dialogue
    • Airenti G., Bara G., Colombetti M. Conversation and behavior games in the pragmatics of dialogue. Cognitive Science. 17:1993;197-256.
    • (1993) Cognitive Science , vol.17 , pp. 197-256
    • Airenti, G.1    Bara, G.2    Colombetti, M.3
  • 2
    • 0024195706 scopus 로고
    • Interaction with context during human sentence processing
    • Altmann G., Steedman M. Interaction with context during human sentence processing. Cognition. 30:1988;191-238.
    • (1988) Cognition , vol.30 , pp. 191-238
    • Altmann, G.1    Steedman, M.2
  • 4
    • 0023020183 scopus 로고
    • The moderator-mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations
    • Baron R.M., Kenney D.A. The moderator-mediator variable distinction in social psychological research Conceptual, strategic, and statistical considerations . Journal of Personality and Social Psychology. 51:1986;1173-1182.
    • (1986) Journal of Personality and Social Psychology , vol.51 , pp. 1173-1182
    • Baron, R.M.1    Kenney, D.A.2
  • 6
    • 0000843160 scopus 로고
    • Negotiator cognition
    • L.L. Cummings, Staw B.M. Greenwich, CT: JAI Press
    • Bazerman M.H., Carroll J.S. Negotiator cognition. Cummings L.L., Staw B.M. Research in organizational behavior. Vol. 9:1987;247-285 JAI Press, Greenwich, CT.
    • (1987) Research in Organizational Behavior , vol.9 , pp. 247-285
    • Bazerman, M.H.1    Carroll, J.S.2
  • 9
    • 0002906054 scopus 로고
    • Skills, plans and self-regulation
    • In R. Siegler (Ed.), Hillsdale, NJ: Erlbaum
    • Brown, A., & DeLoache, J. (1978). Skills, plans and self-regulation. In R. Siegler (Ed.), Children's thinking: What develops? Hillsdale, NJ: Erlbaum.
    • (1978) Children's Thinking: What Develops?
    • Brown, A.1    DeLoache, J.2
  • 10
    • 0030635792 scopus 로고    scopus 로고
    • A working memory model of a common procedural error
    • Byrne M., Bovair S. A working memory model of a common procedural error. Cognitive Science. 21:(1):1997;31-61.
    • (1997) Cognitive Science , vol.21 , Issue.1 , pp. 31-61
    • Byrne, M.1    Bovair, S.2
  • 12
    • 84935556266 scopus 로고
    • Time pressure and the development of integrative agreements in bilateral negotiation
    • Carnevale P.J.D., Lawler E.J. Time pressure and the development of integrative agreements in bilateral negotiation. Journal of Conflict Resolution. 30:1986;636-659.
    • (1986) Journal of Conflict Resolution , vol.30 , pp. 636-659
    • Carnevale, P.J.D.1    Lawler, E.J.2
  • 14
    • 0001230022 scopus 로고
    • An information processing approach to two-party negotiations
    • M.H. Bazerman, R.J. Lewicki, Sheppard B.H. Greenwich, CT: JAI Press, Inc
    • Carroll J.S., Payne J.W. An information processing approach to two-party negotiations. Bazerman M.H., Lewicki R.J., Sheppard B.H. Research on negotiation in organizations. Vol. 3:1991;3-34 JAI Press, Inc, Greenwich, CT.
    • (1991) Research on Negotiation in Organizations , vol.3 , pp. 3-34
    • Carroll, J.S.1    Payne, J.W.2
  • 15
    • 0002490840 scopus 로고
    • Knowledge development and memory performance
    • M. Friedman, J.P. Das, & N. O'Conner. New York: Plenum
    • Chi M. Knowledge development and memory performance. Friedman M., Das J.P., O'Conner N. Intelligence and learning. 1981;Plenum, New York.
    • (1981) Intelligence and Learning
    • Chi, M.1
  • 16
    • 58149410841 scopus 로고
    • Categorization and representation of physics problems by experts and novices
    • Chi M., Feltovich P., Glaser R. Categorization and representation of physics problems by experts and novices. Cognitive Science. 5:1981;121-152.
    • (1981) Cognitive Science , vol.5 , pp. 121-152
    • Chi, M.1    Feltovich, P.2    Glaser, R.3
  • 20
    • 0000829496 scopus 로고
    • The role of metacognition in problem solving
    • J. Metcalfe, & A. Shimamura. Cambridge, MA: MIT Press
    • Davidson J., Deuser R., Sternberg R. The role of metacognition in problem solving. Metcalfe J., Shimamura A. Metacognition. 1994;MIT Press, Cambridge, MA.
    • (1994) Metacognition
    • Davidson, J.1    Deuser, R.2    Sternberg, R.3
  • 21
    • 84984434511 scopus 로고
    • The effect of situational meaning on the behavior of subjects in a Prisoner's Dilemma Game
    • Eiser J.R., Bhavnani K. The effect of situational meaning on the behavior of subjects in a Prisoner's Dilemma Game. European Journal of Social Psychology. 4:1974;93-97.
    • (1974) European Journal of Social Psychology , vol.4 , pp. 93-97
    • Eiser, J.R.1    Bhavnani, K.2
  • 24
    • 0001610815 scopus 로고
    • The pregnant pause: An inquiry into the nature of planning
    • Flowers L., Hayes J. The pregnant pause An inquiry into the nature of planning . Research in the Teaching of English. 15:(3):1981;229-243.
    • (1981) Research in the Teaching of English , vol.15 , Issue.3 , pp. 229-243
    • Flowers, L.1    Hayes, J.2
  • 25
    • 84965388200 scopus 로고
    • Unitizing and categorizing problems in coding qualitative data
    • Guetzkow H. Unitizing and categorizing problems in coding qualitative data. Journal of Clinical Psychology. 6:1950;47-58.
    • (1950) Journal of Clinical Psychology , vol.6 , pp. 47-58
    • Guetzkow, H.1
  • 28
    • 84963198264 scopus 로고
    • An analysis of the relations between basic and applied psychology
    • Hoffman R., Deffenbacher K. An analysis of the relations between basic and applied psychology. Ecological Psychology. 5:(4):1993;315-352.
    • (1993) Ecological Psychology , vol.5 , Issue.4 , pp. 315-352
    • Hoffman, R.1    Deffenbacher, K.2
  • 30
    • 0019268584 scopus 로고
    • Can we have a fruitful cognitive psychology?
    • Flowers J. Lincoln, NE: University of Nebraska Press
    • Jenkins J. Can we have a fruitful cognitive psychology? Flowers J. Nebraska symposium on motivation. Vol. 28:1980;211-238 University of Nebraska Press, Lincoln, NE.
    • (1980) Nebraska Symposium on Motivation , vol.28 , pp. 211-238
    • Jenkins, J.1
  • 31
    • 0003299614 scopus 로고    scopus 로고
    • Constraints on processing capacity: Architectural or Implentational?
    • D. Steier, & T. Mitchell. Mahwah, NJ: Erlbaum
    • Just M., Carpenter P., Hemphill D. Constraints on processing capacity Architectural or Implentational? Steier D., Mitchell T. Mind matters A tribute to Allen Newell . 1996;178 Erlbaum, Mahwah, NJ.
    • (1996) Mind Matters: A Tribute to Allen Newell , pp. 178
    • Just, M.1    Carpenter, P.2    Hemphill, D.3
  • 32
    • 0002462806 scopus 로고
    • A classroom study of dilemmas in interpersonal negotiations
    • In K. Archibald (Ed.), Berkeley, CA: Institute of International Studies, University of California
    • Kelley, H. H. (1966). A classroom study of dilemmas in interpersonal negotiations. In K. Archibald (Ed.), Strategic interaction and conflict (pp. 49-73). Berkeley, CA: Institute of International Studies, University of California.
    • (1966) Strategic Interaction and Conflict , pp. 49-73
    • Kelley, H.H.1
  • 33
    • 0023991239 scopus 로고
    • The role of knowledge in discourse comprehension: A construction-integration model
    • Kintsch W. The role of knowledge in discourse comprehension A construction-integration model . Psychological Review. 95:1988;163-182.
    • (1988) Psychological Review , vol.95 , pp. 163-182
    • Kintsch, W.1
  • 34
    • 0042924272 scopus 로고
    • A weak method for learning
    • Korf R. A weak method for learning. Artificial Intelligence. 26:(1):1985;293-326.
    • (1985) Artificial Intelligence , vol.26 , Issue.1 , pp. 293-326
    • Korf, R.1
  • 35
    • 0000347046 scopus 로고
    • Why are some problems hard? Evidence from Tower of Hanoi
    • Kotovsky K., Hayes J., Simon H. Why are some problems hard? Evidence from Tower of Hanoi. Cognitive Psychology. 17:1985;248-294.
    • (1985) Cognitive Psychology , vol.17 , pp. 248-294
    • Kotovsky, K.1    Hayes, J.2    Simon, H.3
  • 36
    • 0343170815 scopus 로고
    • Expert and novice performance in solving physics problems
    • Larkin J., McDermott J., Simon D., Simon H. Expert and novice performance in solving physics problems. Science. 208:1980;1335-1342.
    • (1980) Science , vol.208 , pp. 1335-1342
    • Larkin, J.1    McDermott, J.2    Simon, D.3    Simon, H.4
  • 37
    • 0031475912 scopus 로고    scopus 로고
    • The claiming effect: Why players are more generous in social dilemmas than in ultimatum games
    • Larrick R.P., Blount S. The claiming effect Why players are more generous in social dilemmas than in ultimatum games . Journal of Personality and Social Psychology. 72:1997;810-825.
    • (1997) Journal of Personality and Social Psychology , vol.72 , pp. 810-825
    • Larrick, R.P.1    Blount, S.2
  • 41
    • 38249038841 scopus 로고
    • Experts, amateurs, and refrigerators: Comparing expert and amateur negotiators in a novel task
    • Neale M.A., Northcraft G.B. Experts, amateurs, and refrigerators Comparing expert and amateur negotiators in a novel task . Organizational Behavior and Human Performance. 38:1986;305-317.
    • (1986) Organizational Behavior and Human Performance , vol.38 , pp. 305-317
    • Neale, M.A.1    Northcraft, G.B.2
  • 44
    • 0003328022 scopus 로고
    • The processes of creative thinking
    • In H. Gruber, G. Terrell, & M. Werthheimer, (Eds.), (3rd ed.). New York: Atherton Press
    • Newell, A., Shaw, C., & Simon, H. (1964). The processes of creative thinking. In H. Gruber, G. Terrell, & M. Werthheimer, (Eds.), Contemporary approaches to creative thinking (3rd ed.). New York: Atherton Press.
    • (1964) Contemporary Approaches to Creative Thinking
    • Newell, A.1    Shaw, C.2    Simon, H.3
  • 46
    • 32344440683 scopus 로고
    • Experts, amateurs, and real estate: An anchoring and adjustment perspective on property pricing decisions
    • Northcraft G.B., Neale M.A. Experts, amateurs, and real estate An anchoring and adjustment perspective on property pricing decisions . Organizational Behavior and Human Performance. 39:1987;84-97.
    • (1987) Organizational Behavior and Human Performance , vol.39 , pp. 84-97
    • Northcraft, G.B.1    Neale, M.A.2
  • 48
    • 0031115881 scopus 로고    scopus 로고
    • Collaborative discovery in a scientific domain
    • Okada T., Simon H. Collaborative discovery in a scientific domain. Cognitive Science. 21:(2):1997;109-146.
    • (1997) Cognitive Science , vol.21 , Issue.2 , pp. 109-146
    • Okada, T.1    Simon, H.2
  • 49
    • 0000346098 scopus 로고
    • "fixed Pie" a la mode: Information availability, information processing, and the negotiation of suboptimal agreements
    • Pinkley R.L., Griffith T.L., Northcraft G.B. "Fixed Pie" a la mode Information availability, information processing, and the negotiation of suboptimal agreements . Organizational Behavior and Human Decision Processes. 62:(1):1995;101-112.
    • (1995) Organizational Behavior and Human Decision Processes , vol.62 , Issue.1 , pp. 101-112
    • Pinkley, R.L.1    Griffith, T.L.2    Northcraft, G.B.3
  • 56
    • 0002811298 scopus 로고
    • Constraint-directed negotiation of resource reallocations
    • L. Gasser, & M. Huhns. San Mateo, CA: Morgan Kaufmann
    • Sathi A., Fox M. Constraint-directed negotiation of resource reallocations. Gasser L., Huhns M. Distributed artificial intelligence Volume II . 1989;Morgan Kaufmann, San Mateo, CA.
    • (1989) Distributed Artificial Intelligence: Volume II
    • Sathi, A.1    Fox, M.2
  • 59
    • 49549136319 scopus 로고
    • The understanding process: Problem isomorphs
    • Simon H.A., Hayes J.R. The understanding process Problem isomorphs . Cognitive Psychology. 8:1976;165-190.
    • (1976) Cognitive Psychology , vol.8 , pp. 165-190
    • Simon, H.A.1    Hayes, J.R.2
  • 60
    • 84909916044 scopus 로고
    • Mental processes of question answering
    • A.C. Graesser, & J.B. Black. Hillsdale, NJ: Erlbaum
    • Singer M. Mental processes of question answering. Graesser A.C., Black J.B. The psychology of questions. 1984;Erlbaum, Hillsdale, NJ.
    • (1984) The Psychology of Questions
    • Singer, M.1
  • 61
    • 0000837367 scopus 로고
    • Persuasive argumentation in negotiation
    • Sycara K. Persuasive argumentation in negotiation. Theory and Decision. 28:1990;203-242.
    • (1990) Theory and Decision , vol.28 , pp. 203-242
    • Sycara, K.1
  • 62
    • 0346405662 scopus 로고
    • The influence of experience on negotiation performance
    • Thompson L.L. The influence of experience on negotiation performance. Journal of Experimental Social Psychology. 26:1990;528-544.
    • (1990) Journal of Experimental Social Psychology , vol.26 , pp. 528-544
    • Thompson, L.L.1
  • 64
    • 0032353975 scopus 로고    scopus 로고
    • Relationships, goal incompatibility, and communal orientation in negotiations
    • Thompson L.L., DeHarpport T. Relationships, goal incompatibility, and communal orientation in negotiations. Basic and Applied Social Psychology. 20:1998;33-44.
    • (1998) Basic and Applied Social Psychology , vol.20 , pp. 33-44
    • Thompson, L.L.1    DeHarpport, T.2
  • 67
    • 0000531370 scopus 로고
    • An evaluation of dependent variables in experimental negotiation studies: Impasse rates and Pareto efficiency
    • Tripp T.M., Sondak H. An evaluation of dependent variables in experimental negotiation studies Impasse rates and Pareto efficiency . Organizational Behavior and Human Decision Processes. 51:1992;273-295.
    • (1992) Organizational Behavior and Human Decision Processes , vol.51 , pp. 273-295
    • Tripp, T.M.1    Sondak, H.2
  • 68
    • 0001970836 scopus 로고
    • Integrative potential and information exchange as antecedents of joint benefit in negotiation dyads
    • Tutzauer F. Integrative potential and information exchange as antecedents of joint benefit in negotiation dyads. International Journal of Conflict Management. 1:1990;153-173.
    • (1990) International Journal of Conflict Management , vol.1 , pp. 153-173
    • Tutzauer, F.1
  • 69
    • 38249023236 scopus 로고
    • Non-LIFO execution of cognitive procedures
    • VanLehn K., Ball W., Kowalski B. Non-LIFO execution of cognitive procedures. Cognitive Science. 13:1989;415-465.
    • (1989) Cognitive Science , vol.13 , pp. 415-465
    • Vanlehn, K.1    Ball, W.2    Kowalski, B.3
  • 70
    • 21744445449 scopus 로고    scopus 로고
    • How did they do that? the ways and means of studying group processes
    • L.L. Cummings, Staw B.M. Greenwich, CT: JAI Press
    • Weingart L.R. How did they do that? The ways and means of studying group processes. Cummings L.L., Staw B.M. Research in organizational behavior. Vol. 19:1997;189-239 JAI Press, Greenwich, CT.
    • (1997) Research in Organizational Behavior , vol.19 , pp. 189-239
    • Weingart, L.R.1
  • 71
    • 21144477445 scopus 로고
    • The impact of consideration of issues and motivational orientation on group negotiation process and outcome
    • Weingart L.R., Bennett R.J., Brett J.M. The impact of consideration of issues and motivational orientation on group negotiation process and outcome. Journal of Applied Psychology. 78:1993;504-517.
    • (1993) Journal of Applied Psychology , vol.78 , pp. 504-517
    • Weingart, L.R.1    Bennett, R.J.2    Brett, J.M.3
  • 72


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.