382 related articles for article (PubMed ID: 16000269)
1. Regulatory focus at the bargaining table: promoting distributive and integrative success.
Galinsky AD; Leonardelli GJ; Okhuysen GA; Mussweiler T
Pers Soc Psychol Bull; 2005 Aug; 31(8):1087-98. PubMed ID: 16000269
[TBL] [Abstract][Full Text] [Related]
2. Implicit negotiation beliefs and performance: experimental and longitudinal evidence.
Kray LJ; Haselhuhn MP
J Pers Soc Psychol; 2007 Jul; 93(1):49-64. PubMed ID: 17605588
[TBL] [Abstract][Full Text] [Related]
3. 3-D negotiation. Playing the whole game.
Lax DA; Sebenius JK
Harv Bus Rev; 2003 Nov; 81(11):64-74, 138. PubMed ID: 14619152
[TBL] [Abstract][Full Text] [Related]
4. Disconnecting outcomes and evaluations: the role of negotiator focus.
Galinsky AD; Mussweiler T; Medvec VH
J Pers Soc Psychol; 2002 Nov; 83(5):1131-40. PubMed ID: 12416917
[TBL] [Abstract][Full Text] [Related]
5. The remarkable robustness of the first-offer effect: across culture, power, and issues.
Gunia BC; Swaab RI; Sivanathan N; Galinsky AD
Pers Soc Psychol Bull; 2013 Dec; 39(12):1547-58. PubMed ID: 23950554
[TBL] [Abstract][Full Text] [Related]
6. The mind and heart (literally) of the negotiator: personality and contextual determinants of experiential reactions and economic outcomes in negotiation.
Dimotakis N; Conlon DE; Ilies R
J Appl Psychol; 2012 Jan; 97(1):183-93. PubMed ID: 21967294
[TBL] [Abstract][Full Text] [Related]
7. Negotiators who give too much: unmitigated communion, relational anxieties, and economic costs in distributive and integrative bargaining.
Amanatullah ET; Morris MW; Curhan JR
J Pers Soc Psychol; 2008 Sep; 95(3):723-38. PubMed ID: 18729705
[TBL] [Abstract][Full Text] [Related]
8. Negotiators' bargaining histories and their effects on future negotiation performance.
O'connor KM; Arnold JA; Burris ER
J Appl Psychol; 2005 Mar; 90(2):350-62. PubMed ID: 15769243
[TBL] [Abstract][Full Text] [Related]
9. Anchors weigh more than power: why absolute powerlessness liberates negotiators to achieve better outcomes.
Schaerer M; Swaab RI; Galinsky AD
Psychol Sci; 2015 Feb; 26(2):170-81. PubMed ID: 25502144
[TBL] [Abstract][Full Text] [Related]
10. Power, propensity to negotiate, and moving first in competitive interactions.
Magee JC; Galinsky AD; Gruenfeld DH
Pers Soc Psychol Bull; 2007 Feb; 33(2):200-12. PubMed ID: 17259581
[TBL] [Abstract][Full Text] [Related]
11. The first-mover disadvantage: the folly of revealing compatible preferences.
Loschelder DD; Swaab RI; Trötschel R; Galinsky AD
Psychol Sci; 2014 Apr; 25(4):954-62. PubMed ID: 24525264
[TBL] [Abstract][Full Text] [Related]
12. Perspective taking as a means to overcome motivational barriers in negotiations: when putting oneself into the opponent's shoes helps to walk toward agreements.
Trötschel R; Hüffmeier J; Loschelder DD; Schwartz K; Gollwitzer PM
J Pers Soc Psychol; 2011 Oct; 101(4):771-90. PubMed ID: 21728447
[TBL] [Abstract][Full Text] [Related]
13. Stereotype reactance at the bargaining table: the effect of stereotype activation and power on claiming and creating value.
Kray LJ; Reb J; Galinsky AD; Thompson L
Pers Soc Psychol Bull; 2004 Apr; 30(4):399-411. PubMed ID: 15070470
[TBL] [Abstract][Full Text] [Related]
14. Too much information: the perils of nondiagnostic information in negotiations.
Wiltermuth SS; Neale MA
J Appl Psychol; 2011 Jan; 96(1):192-201. PubMed ID: 21244131
[TBL] [Abstract][Full Text] [Related]
15. First offers as anchors: the role of perspective-taking and negotiator focus.
Galinsky AD; Mussweiler T
J Pers Soc Psychol; 2001 Oct; 81(4):657-69. PubMed ID: 11642352
[TBL] [Abstract][Full Text] [Related]
16. Goal orientations in negotiations: the influence of goal orientations on fixed-pie perceptions and bargaining outcomes.
Katz-Navon TY; Goldschmidt C
Int J Psychol; 2009 Feb; 44(1):60-70. PubMed ID: 22029443
[TBL] [Abstract][Full Text] [Related]
17. Now you see it, now you don't: interests, issues, and psychological distance in integrative negotiation.
Giacomantonio M; De Dreu CK; Mannetti L
J Pers Soc Psychol; 2010 May; 98(5):761-74. PubMed ID: 20438223
[TBL] [Abstract][Full Text] [Related]
18. Online bargaining and interpersonal trust.
Naquin CE; Paulson GD
J Appl Psychol; 2003 Feb; 88(1):113-20. PubMed ID: 12675399
[TBL] [Abstract][Full Text] [Related]
19. Claiming a large slice of a small pie: asymmetric disconfirmation in negotiation.
Larrick RP; Wu G
J Pers Soc Psychol; 2007 Aug; 93(2):212-33. PubMed ID: 17645396
[TBL] [Abstract][Full Text] [Related]
20. When is straightforwardness a liability in negotiations? The role of integrative potential and structural power.
Derue DS; Conlon DE; Moon H; Willaby HW
J Appl Psychol; 2009 Jul; 94(4):1032-47. PubMed ID: 19594242
[TBL] [Abstract][Full Text] [Related]
[Next] [New Search]
