-
1
-
-
51249172342
-
Analyzing interpersonal communications in industrial marketing negotiations
-
ALEXANDER, J. J., SCHUL, P. L., & BABAKUS, E. (1991). Analyzing interpersonal communications in industrial marketing negotiations. Journal of the Academy of Marketing Science, 19, 129-139.
-
(1991)
Journal of the Academy of Marketing Science
, vol.19
, pp. 129-139
-
-
Alexander, J.J.1
Schul, P.L.2
Babakus, E.3
-
2
-
-
0002147450
-
Development of a content analytic system for analysis of bargaining communication in marketing
-
ANGELMAR, R., & STERN, L. W. (1978). Development of a content analytic system for analysis of bargaining communication in marketing. Journal of Marketing Research, 15, 93-102.
-
(1978)
Journal of Marketing Research
, vol.15
, pp. 93-102
-
-
Angelmar, R.1
Stern, L.W.2
-
4
-
-
0001985102
-
Content analysis
-
B. M. Montgomery & S. Duck (Eds.), New York: Guilford
-
BAXTER, L. (1991). Content analysis. In B. M. Montgomery & S. Duck (Eds.), Studying interpersonal interaction (pp. 239-254). New York: Guilford.
-
(1991)
Studying Interpersonal Interaction
, pp. 239-254
-
-
Baxter, L.1
-
5
-
-
0001342192
-
Heuristics in negotiation: Limitations to effective dispute resolution
-
M. H. Bazerman & R. J. Lewicki (Eds.), Beverly Hills, CA: Sage
-
BAZERMAN, M. H., & NEALE, M. A. (1983). Heuristics in negotiation: Limitations to effective dispute resolution. In M. H. Bazerman & R. J. Lewicki (Eds.), Negotiating in organizations (pp. 51-67). Beverly Hills, CA: Sage.
-
(1983)
Negotiating in Organizations
, pp. 51-67
-
-
Bazerman, M.H.1
Neale, M.A.2
-
9
-
-
0041584948
-
Analysis of qualitative material
-
L. Festinger & D. Katz (Eds.), New York: Holt, Rinehart & Winston
-
CARTWRIGHT, D. P. (1953). Analysis of qualitative material. In L. Festinger & D. Katz (Eds.), Research methods in the behavioral sciences (pp. 421-470). New York: Holt, Rinehart & Winston.
-
(1953)
Research Methods in the Behavioral Sciences
, pp. 421-470
-
-
Cartwright, D.P.1
-
10
-
-
84973587732
-
A coefficient of agreement for nominal scales
-
COHEN, J. (1960). A coefficient of agreement for nominal scales. Educational & Psychological Measurement, 20, 37-46.
-
(1960)
Educational & Psychological Measurement
, vol.20
, pp. 37-46
-
-
Cohen, J.1
-
11
-
-
84925972606
-
Development of a model of rule use in negotiation interaction
-
DONOHUE, W. A. (1981). Development of a model of rule use in negotiation interaction. Communication Monographs, 48, 106-120.
-
(1981)
Communication Monographs
, vol.48
, pp. 106-120
-
-
Donohue, W.A.1
-
12
-
-
84987588841
-
Coding naturalistic negotiation interaction
-
DONOHUE, W. A., DIEZ, M. E., & HAMILTON, M. (1984). Coding naturalistic negotiation interaction. Human Communication Research, 10, 403-425.
-
(1984)
Human Communication Research
, vol.10
, pp. 403-425
-
-
Donohue, W.A.1
Diez, M.E.2
Hamilton, M.3
-
13
-
-
0347666231
-
Content analysis
-
V. A. Kremenyuk (Ed.), San Francisco: Jossey-Bass
-
DRUCKMAN, D. (1991). Content analysis. In V. A. Kremenyuk (Ed.), International negotiation (pp. 244-263). San Francisco: Jossey-Bass.
-
(1991)
International Negotiation
, pp. 244-263
-
-
Druckman, D.1
-
14
-
-
84977239065
-
Alternative models of responsiveness in international negotiation
-
DRUCKMAN, D., & HARRIS, R. (1990). Alternative models of responsiveness in international negotiation. Journal of Conflict Resolution, 34, 234-251.
-
(1990)
Journal of Conflict Resolution
, vol.34
, pp. 234-251
-
-
Druckman, D.1
Harris, R.2
-
15
-
-
0040697754
-
The interdependence among interaction substance, theory, and methods
-
B. M. Montgomery & S. Duck (Eds.), New York: Guilford
-
DUCK, S., & MONTGOMERY, B. M. (1991). The interdependence among interaction substance, theory, and methods. In B. M. Montgomery & S. Duck (Eds.), Studying interpersonal interaction (pp. 3-15). New York: Guilford.
-
(1991)
Studying Interpersonal Interaction
, pp. 3-15
-
-
Duck, S.1
Montgomery, B.M.2
-
16
-
-
0000804229
-
Coding social interaction
-
B. Dervin & M. Voigt (Eds.), Norwood, NJ: Ablex
-
FOLGER, J. P., HEWES, D. E., & POOLE, M. S. (1984). Coding social interaction. In B. Dervin & M. Voigt (Eds.), Progress in communication sciences (pp. 115-161). Norwood, NJ: Ablex.
-
(1984)
Progress in Communication Sciences
, pp. 115-161
-
-
Folger, J.P.1
Hewes, D.E.2
Poole, M.S.3
-
17
-
-
85015510616
-
Verbal responses to different bargaining strategies: A content analysis of real-life buyer-seller interaction
-
GALINAT, W. H., & MULLER, G. F. (1988). Verbal responses to different bargaining strategies: A content analysis of real-life buyer-seller interaction. Journal of Applied Social Psychology, 18, 160-178.
-
(1988)
Journal of Applied Social Psychology
, vol.18
, pp. 160-178
-
-
Galinat, W.H.1
Muller, G.F.2
-
18
-
-
1542440006
-
Delegate communication as an index of group tension
-
GRACE, H. A., & TANDY, M. J. (1957). Delegate communication as an index of group tension. Journal of Social Psychology, 45, 93-97.
-
(1957)
Journal of Social Psychology
, vol.45
, pp. 93-97
-
-
Grace, H.A.1
Tandy, M.J.2
-
19
-
-
0000510701
-
Content analysis
-
G. Lindzey & E. Aronson (Eds.), Reading, MA: Addison-Wesley
-
HOLSTI, O. (1968). Content analysis. In G. Lindzey & E. Aronson (Eds.), Handbook of social psychology (Vol. 2, pp. 596-692). Reading, MA: Addison-Wesley.
-
(1968)
Handbook of Social Psychology
, vol.2
, pp. 596-692
-
-
Holsti, O.1
-
20
-
-
1542649704
-
Internal and external influences on bargaining in arms control negotiations: The partial test-ban
-
B. M. Russett (Ed.), Beverly Hills, CA: Sage
-
HOPMANN, P. T. (1972). Internal and external influences on bargaining in arms control negotiations: The partial test-ban. In B. M. Russett (Ed.), Peace, war, and numbers (pp. 213-237). Beverly Hills, CA: Sage.
-
(1972)
Peace, War, and Numbers
, pp. 213-237
-
-
Hopmann, P.T.1
-
21
-
-
1542649705
-
Interactions and perceptions in the test ban negotiations
-
HOPMANN, P. T., & KING, T. (1976). Interactions and perceptions in the test ban negotiations. International Studies Quarterly, 20, 105-142.
-
(1976)
International Studies Quarterly
, vol.20
, pp. 105-142
-
-
Hopmann, P.T.1
King, T.2
-
22
-
-
84963179315
-
The impact of international conflict and detente on bargaining in arms control negotiations: An experimental analysis
-
HOPMANN, P. T., & WALCOTT, C. (1976). The impact of international conflict and detente on bargaining in arms control negotiations: An experimental analysis. International Interactions, 2, 189-206.
-
(1976)
International Interactions
, vol.2
, pp. 189-206
-
-
Hopmann, P.T.1
Walcott, C.2
-
23
-
-
84962841550
-
Phase structures in agreement and no-agreement mediation
-
JONES, T. S. (1988). Phase structures in agreement and no-agreement mediation. Communication Research, 15, 470-495.
-
(1988)
Communication Research
, vol.15
, pp. 470-495
-
-
Jones, T.S.1
-
24
-
-
0001931154
-
Effects of trust, aspiration, and gender on negotiation tactics
-
KIMMEL, M. J., PRUITT, D. G., MAGENAU, J. M., KONAR-GOLDBAND, E., & CARNEVALE, P. J. (1980). Effects of trust, aspiration, and gender on negotiation tactics. Journal of Personality & Social Psychology, 38, 9-22.
-
(1980)
Journal of Personality & Social Psychology
, vol.38
, pp. 9-22
-
-
Kimmel, M.J.1
Pruitt, D.G.2
Magenau, J.M.3
Konar-Goldband, E.4
Carnevale, P.J.5
-
25
-
-
0002697453
-
Effects of visual access and orientation on the discovery of integrative bargaining alternatives
-
LEWIS, S. A., & FRY, W. R. (1977). Effects of visual access and orientation on the discovery of integrative bargaining alternatives. Organizational Behavior & Human Performance, 20, 75-92.
-
(1977)
Organizational Behavior & Human Performance
, vol.20
, pp. 75-92
-
-
Lewis, S.A.1
Fry, W.R.2
-
26
-
-
85056005372
-
A category system for coding interpersonal behavior as social exchange
-
LONGABAUGH, R. (1963). A category system for coding interpersonal behavior as social exchange. Sociometry, 26, 319-344.
-
(1963)
Sociometry
, vol.26
, pp. 319-344
-
-
Longabaugh, R.1
-
27
-
-
0001209117
-
Third-party intervention: A field experiment comparing three different models
-
MCGILLICUDDY, N. B., WELTON, G. L., & PRUITT, D. G. (1987). Third-party intervention: A field experiment comparing three different models. Journal of Personality & Social Psychology, 53, 104-112.
-
(1987)
Journal of Personality & Social Psychology
, vol.53
, pp. 104-112
-
-
Mcgillicuddy, N.B.1
Welton, G.L.2
Pruitt, D.G.3
-
28
-
-
0009159237
-
Interaction process and task outcome in experimentally-created negotiation groups
-
MCGRATH, J. E., & JULIAN, J. W. (1963). Interaction process and task outcome in experimentally-created negotiation groups. Journal of Psychological Studies, 14, 117-138.
-
(1963)
Journal of Psychological Studies
, vol.14
, pp. 117-138
-
-
Mcgrath, J.E.1
Julian, J.W.2
-
30
-
-
84982345700
-
A method for the study of bargaining conferences
-
OSTERBERG, W. H. (1950). A method for the study of bargaining conferences. Personnel Psychology, 3, 169-178.
-
(1950)
Personnel Psychology
, vol.3
, pp. 169-178
-
-
Osterberg, W.H.1
-
31
-
-
0039730821
-
Negotiating child health care routines during pediatrician-parent conversations
-
PARROTT, R., GREENE, K., & PARKER, R. (1992). Negotiating child health care routines during pediatrician-parent conversations. Journal of Language & Social Psychology, 11, 35-45.
-
(1992)
Journal of Language & Social Psychology
, vol.11
, pp. 35-45
-
-
Parrott, R.1
Greene, K.2
Parker, R.3
-
33
-
-
84972959130
-
Reciprocity in negotiations: An analysis of bargaining interaction
-
PUTNAM, L. L., & JONES, T. S. (1982a). Reciprocity in negotiations: An analysis of bargaining interaction. Communication Monographs, 49, 171-191.
-
(1982)
Communication Monographs
, vol.49
, pp. 171-191
-
-
Putnam, L.L.1
Jones, T.S.2
-
36
-
-
0003046286
-
The lag sequential analysis of contingency and cyclicity in behavioral interaction research
-
J. D. Osofosky (Ed.), New York: Wiley
-
SACKETT, G. P. (1979). The lag sequential analysis of contingency and cyclicity in behavioral interaction research. In J. D. Osofosky (Ed.), Handbook of infant development (pp. 623-649). New York: Wiley.
-
(1979)
Handbook of Infant Development
, pp. 623-649
-
-
Sackett, G.P.1
-
39
-
-
0041151504
-
Verbal response modes and dimension of interpersonal roles: A method of discourse analysis
-
STILES, W. B. (1978). Verbal response modes and dimension of interpersonal roles: A method of discourse analysis. Journal of Personality & Social Psychology, 36, 693-703.
-
(1978)
Journal of Personality & Social Psychology
, vol.36
, pp. 693-703
-
-
Stiles, W.B.1
-
40
-
-
11944255417
-
Negotiation behavior and outcomes: Empirical evidence and theoretical issues
-
THOMPSON, L. (1990). Negotiation behavior and outcomes: Empirical evidence and theoretical issues. Psychological Bulletin, 108, 515-532.
-
(1990)
Psychological Bulletin
, vol.108
, pp. 515-532
-
-
Thompson, L.1
-
41
-
-
0013132769
-
Judgment tasks and biases in negotiations
-
B. H. Sheppard, M. H. Bazerman, & R. J. Lewicki (Eds.), Greenwich, CT: JAI
-
THOMPSON, L., & HASTIE, R. (1990). Judgment tasks and biases in negotiations. In B. H. Sheppard, M. H. Bazerman, & R. J. Lewicki (Eds.), Research in negotiation in organizations (Vol. 2, pp. 31-54). Greenwich, CT: JAI.
-
(1990)
Research in Negotiation in Organizations
, vol.2
, pp. 31-54
-
-
Thompson, L.1
Hastie, R.2
-
44
-
-
21144477445
-
The impact of consideration of issues and motivational orientation on group negotiation process and outcome
-
WEINGART, L. R., BENNETT, R. J., & BRETT, J. M. (1993). The impact of consideration of issues and motivational orientation on group negotiation process and outcome. Journal of Applied Psychology, 78, 504-517.
-
(1993)
Journal of Applied Psychology
, vol.78
, pp. 504-517
-
-
Weingart, L.R.1
Bennett, R.J.2
Brett, J.M.3
-
46
-
-
0002243427
-
Tactical behavior and negotiation outcomes
-
WEINGART, L. R., THOMPSON, L. L., BAZERMAN, M. H., & CARROLL, J. S. (1990). Tactical behavior and negotiation outcomes. International Journal of Conflict Management, 1, 7-31.
-
(1990)
International Journal of Conflict Management
, vol.1
, pp. 7-31
-
-
Weingart, L.R.1
Thompson, L.L.2
Bazerman, M.H.3
Carroll, J.S.4
|