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Volumn 26, Issue 1, 2000, Pages 79-90

When an adversary is caught telling the truth: Reciprocal cooperation versus self-interest in distributive bargaining

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EID: 0034348436     PISSN: 01461672     EISSN: None     Source Type: Journal    
DOI: 10.1177/0146167200261008     Document Type: Article
Times cited : (30)

References (28)
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    • (1995) Negotiation As a Social Process
    • Morris, M.W.1    Sim, D.L.H.2    Girotto, V.3
  • 17
    • 0031138988 scopus 로고    scopus 로고
    • A nasty but effective negotiation strategy: Misrepresentation of a common-value issue
    • O'Connor, K. M., & Carnevale, P. J. (1997). A nasty but effective negotiation strategy: Misrepresentation of a common-value issue. Personality and Social Psychology Bulletin, 23, 504-515.
    • (1997) Personality and Social Psychology Bulletin , vol.23 , pp. 504-515
    • O'Connor, K.M.1    Carnevale, P.J.2
  • 20
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    • Twenty years of experimental gaming: Critique, synthesis, and suggestions for the future
    • Pruitt, D. G., & Kimmel, M. J. (1977). Twenty years of experimental gaming: Critique, synthesis, and suggestions for the future. Annual Review of Psychology, 28, 363-392.
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    • Pruitt, D.G.1    Kimmel, M.J.2
  • 24
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    • Thinking through uncertainty: Non-consequential reasoning and choice
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    • (1992) Cognitive Psychology , vol.24 , pp. 449-474
    • Shafir, E.1    Tversky, A.2
  • 25
    • 0001438475 scopus 로고
    • Matching and mismatching: The effect of own limit, other's toughness, and time pressure on concession rate in negotiation
    • Smith, D. L., Pruitt, D. G., & Carnevale, P. J. (1982). Matching and mismatching: The effect of own limit, other's toughness, and time pressure on concession rate in negotiation. Journal of Personality and Social Psychology, 42, 876-883.
    • (1982) Journal of Personality and Social Psychology , vol.42 , pp. 876-883
    • Smith, D.L.1    Pruitt, D.G.2    Carnevale, P.J.3
  • 28
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    • Effects of opponent's initial offer, concession magnitude, and concession frequency on bargaining behavior
    • Yukl, G. A. (1974). Effects of opponent's initial offer, concession magnitude, and concession frequency on bargaining behavior. Journal of Personality and Social Psychology, 30, 332-335.
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    • Yukl, G.A.1


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.