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"Inside Information" and Negotiator Decision Behavior

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  • Brodt, Susan E.

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  • Brodt, Susan E., 1994. ""Inside Information" and Negotiator Decision Behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 58(2), pages 172-202, May.
    • Handle: RePEc:eee:jobhdp:v:58:y:1994:i:2:p:172-202
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    Cited by:

    1. Ricky S. Wong, 2014. "Same Power But Different Goals: How Does Knowledge Of Opponents’ Power Affect Negotiators' Aspiration In Powerasymmetric Negotiations?," Global Journal of Business Research, The Institute for Business and Finance Research, vol. 8(3), pages 77-89.
    2. William P. Bottom & Paul W. Paese, 1999. "Judgment Accuracy and the Asymmetric Cost of Errors in Distributive Bargaining," Group Decision and Negotiation, Springer, vol. 8(4), pages 349-364, July.
    3. Berea Cristi, 2018. "Negotiation Analysis. The Context," Ovidius University Annals, Economic Sciences Series, Ovidius University of Constantza, Faculty of Economic Sciences, vol. 0(1), pages 284-288, July.
    4. Alice F. Stuhlmacher & Matthew V. Champagne, 2000. "The Impact of Time Pressure and Information on Negotiation Process and Decisions," Group Decision and Negotiation, Springer, vol. 9(6), pages 471-491, November.
    5. Roger Volkema, 2012. "Understanding initiation behavior in Brazilian negotiations: an analysis of four regional subcultures," Brazilian Business Review, Fucape Business School, vol. 9(2), pages 88-108, April.
    6. Moore, Don A., 2004. "Myopic prediction, self-destructive secrecy, and the unexpected benefits of revealing final deadlines in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 94(2), pages 125-139, July.

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