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Judgment Accuracy and Outcomes in Negotiation: A Causal Modeling Analysis of Decision-Aiding Effects

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  • Arunachalam, Vairam
  • Dilla, William N.

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  • Arunachalam, Vairam & Dilla, William N., 1995. "Judgment Accuracy and Outcomes in Negotiation: A Causal Modeling Analysis of Decision-Aiding Effects," Organizational Behavior and Human Decision Processes, Elsevier, vol. 61(3), pages 289-304, March.
    • Handle: RePEc:eee:jobhdp:v:61:y:1995:i:3:p:289-304
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    Citations

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    Cited by:

    1. Marsden, James R. & Mathiyalakan, Sathasivam, 2003. "An investigation of changes in attitude over time of GDSS groups under unanimity and majority decision rules," European Journal of Operational Research, Elsevier, vol. 145(3), pages 693-712, March.
    2. Ingmar Geiger, 2020. "From Letter to Twitter: A Systematic Review of Communication Media in Negotiation," Group Decision and Negotiation, Springer, vol. 29(2), pages 207-250, April.
    3. Xiaoran Huang & Zheng Qiao & Lei Zhang, 2021. "The real effects of institutional spatial concentration," Financial Management, Financial Management Association International, vol. 50(4), pages 1113-1167, December.
    4. Schilling, Martin S. & Mulford, Matthew, 2007. "In search of value-for-money in collective bargaining: an analytic-interactive mediation process," LSE Research Online Documents on Economics 22694, London School of Economics and Political Science, LSE Library.
    5. Vetschera, Rudolf, 2009. "Learning about preferences in electronic negotiations - A volume-based measurement method," European Journal of Operational Research, Elsevier, vol. 194(2), pages 452-463, April.
    6. Morris, Michael & Nadler, Janice & Kurtzberg, Terri & Thompson, Leigh, 2000. "Schmooze or Lose: Social Friction and Lubrication in E-Mail Negotiations," Research Papers 1639, Stanford University, Graduate School of Business.
    7. Baltes, Boris B. & Dickson, Marcus W. & Sherman, Michael P. & Bauer, Cara C. & LaGanke, Jacqueline S., 2002. "Computer-Mediated Communication and Group Decision Making: A Meta-Analysis," Organizational Behavior and Human Decision Processes, Elsevier, vol. 87(1), pages 156-179, January.
    8. Lamiraud, Karine & Patris, Julien & Vranceanu, Radu, 2024. "Can attentional nudges improve efficiency of bilateral multi-attribute negotiations?," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 110(C).
    9. Vairam Arunachalam & William Dilla & Marjorie Shelley & Chris Chan, 1998. "Market Alternatives, Third Party Intervention, and Third Party Informedness in Negotiation," Group Decision and Negotiation, Springer, vol. 7(2), pages 81-107, March.
    10. Huang, Xiaoran & Kang, Jun-Koo, 2017. "Geographic concentration of institutions, corporate governance, and firm value," Journal of Corporate Finance, Elsevier, vol. 47(C), pages 191-218.

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