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Volumn 67, Issue 1, 1996, Pages 16-25

Anchoring in simulated competitive market negotiation

Author keywords

[No Author keywords available]

Indexed keywords


EID: 0030191455     PISSN: 07495978     EISSN: None     Source Type: Journal    
DOI: 10.1006/obhd.1996.0062     Document Type: Article
Times cited : (94)

References (20)
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    • Effects of cognitive heuristics and goals on negotiator performance and subsequent goal setting
    • Huber, V. L., & Neale, M. A. (1986). Effects of cognitive heuristics and goals on negotiator performance and subsequent goal setting. Organizational Behavior and Human Decision Processes, 38, 342-365.
    • (1986) Organizational Behavior and Human Decision Processes , vol.38 , pp. 342-365
    • Huber, V.L.1    Neale, M.A.2
  • 5
    • 0000927079 scopus 로고
    • Effects of self and competitor goals on performance in an interdependent bargaining task
    • Huber, V. L., & Neale, M. A. (1987). Effects of self and competitor goals on performance in an interdependent bargaining task. Journal of Applied Psychology, 72, 197-203.
    • (1987) Journal of Applied Psychology , vol.72 , pp. 197-203
    • Huber, V.L.1    Neale, M.A.2
  • 8
    • 0002462806 scopus 로고
    • A classroom study of the dilemmas in interpersonal negotiations
    • K. Archibald (Ed.). Berkeley, CA: Institute of International Studies, University of California
    • Kelley, H. H. (1966). A classroom study of the dilemmas in interpersonal negotiations. In K. Archibald (Ed.), Strategic interaction and conflict. Berkeley, CA: Institute of International Studies, University of California.
    • (1966) Strategic Interaction and Conflict
    • Kelley, H.H.1
  • 10
    • 0003005091 scopus 로고
    • The effect of negotiation and arbitration cost salience on bargainer behavior: The role of arbitrator and constituency in negotiator judgment
    • Neale, M. A. (1984). The effect of negotiation and arbitration cost salience on bargainer behavior: The role of arbitrator and constituency in negotiator judgment. Organizational Behavior and Human Performance, 34, 97-111.
    • (1984) Organizational Behavior and Human Performance , vol.34 , pp. 97-111
    • Neale, M.A.1
  • 11
    • 0003107760 scopus 로고
    • The effects of framing and negotiator overconfidence on bargainer behavior
    • Neale, M. A., & Bazerman, M. H. (1985). The effects of framing and negotiator overconfidence on bargainer behavior. Academy of Management Journal, 28, 34-49.
    • (1985) Academy of Management Journal , vol.28 , pp. 34-49
    • Neale, M.A.1    Bazerman, M.H.2
  • 15
    • 38249038841 scopus 로고
    • Experts, amateurs, and refrigerators: Comparing expert and amateur negotiators in a novel task
    • Neale, M. A., & Northcraft, G. B. (1986). Experts, amateurs, and refrigerators: Comparing expert and amateur negotiators in a novel task. Organizational Behavior and Human Decision Processes, 38, 305-317.
    • (1986) Organizational Behavior and Human Decision Processes , vol.38 , pp. 305-317
    • Neale, M.A.1    Northcraft, G.B.2
  • 16
    • 32344440683 scopus 로고
    • Experts, amateurs, and real estate: An anchoring-and-adjustment perspective on property pricing decisions
    • Northcraft, G. B., & Neale, M. A. (1987). Experts, amateurs, and real estate: An anchoring-and-adjustment perspective on property pricing decisions. Organizational Behavior and Human Decision Processes, 39, 84-97.
    • (1987) Organizational Behavior and Human Decision Processes , vol.39 , pp. 84-97
    • Northcraft, G.B.1    Neale, M.A.2
  • 18
    • 0002813748 scopus 로고
    • Achieving integrative agreements
    • M. H. Bazerman, & R. J. Lewicki (Eds.). Beverly Hills, CA: Sage
    • Pruitt, D. G. (1983). Achieving integrative agreements. In M. H. Bazerman, & R. J. Lewicki (Eds.). Negotiating in organizations. Beverly Hills, CA: Sage.
    • (1983) Negotiating in Organizations
    • Pruitt, D.G.1
  • 20
    • 0016264378 scopus 로고
    • Judgment under uncertainty: Heuristics and biases
    • Tversky, A., & Kahneman, D. (1974). Judgment under uncertainty: Heuristics and biases. Science, 185, 1124-1131.
    • (1974) Science , vol.185 , pp. 1124-1131
    • Tversky, A.1    Kahneman, D.2


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.