The framing of negotiations: Contextual versus task frames

Organizational Behavior and Human Decision Processes

Volumn 39, Issue 2, 1987, Pages 228-241

  Neale, Margaret A ^a   Huber, Vandra L ^b   Northcraft, Gregory B ^a  

^a UNIVERSITY OF ARIZONA   (United States)

^b UNIVERSITY OF UTAH   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 38249036215     PISSN: 07495978     EISSN: None     Source Type: Journal    
DOI: 10.1016/0749-5978(87)90039-2     Document Type: Article

References (28)

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3. Social roles as interaction competencies
4. The relevance of Kahneman and Tversky's prospect theory on organizational behavior
5. The acquisition of an integrative response in a competitive market
6. Social attribution
7. Assessing the predictive accuracy of two utility-based theories in a market channel negotiation context
8. Interest arbitration outcomes and the incentive to bargain
9. Social reality
10. Effects of cognitive heuristics and goals on negotiator performance and subsequent goal setting
11. Role saliency and environmental cognition
12. Prospect theory An analysis of decision under risk
13. Power and goal setting in channel negotiation
14. The role set Problems in sociological theory
15. The effects of framing and negotiation overconfidence on bargaining behaviors and outcomes
16. When will externally set aspiration levels improve negotiator performance? A look at integrative behavior in a competitive market
17. Experts, amateurs, and refrigerators: Comparing expert and amateur negotiators in a novel task
18. The buyer-seller transaction: A simulation of integrative bargaining in a competitive market
19. The use of statistical heuristics in everyday inductive reasoning
20. A categorization approach to stereotyping
21. Schematic bases of social information processing
22. Toward a positive theory of consumer choice
23. The framing of decisions and the psychology of choice