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"Fixed Pie" a la Mode: Information Availability, Information Processing, and the Negotiation of Suboptimal Agreements

Author

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  • Pinkley, Robin L.
  • Griffith, Terri L.
  • Northcraft, Gregory B.

Abstract

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Suggested Citation

  • Pinkley, Robin L. & Griffith, Terri L. & Northcraft, Gregory B., 1995. ""Fixed Pie" a la Mode: Information Availability, Information Processing, and the Negotiation of Suboptimal Agreements," Organizational Behavior and Human Decision Processes, Elsevier, vol. 62(1), pages 101-112, April.
    • Handle: RePEc:eee:jobhdp:v:62:y:1995:i:1:p:101-112
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    Citations

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    Cited by:

    1. Sidartha Gordon & Alessandro Riboni, 2015. "Doubts and Dogmatism in Conflict Behaviour," Economic Journal, Royal Economic Society, vol. 125(589), pages 1790-1817, December.
    2. repec:spo:wpmain:info:hdl:2441/1pol0t9ish8aibtfnljt1dn7he is not listed on IDEAS
    3. repec:spo:wpecon:info:hdl:2441/1pol0t9ish8aibtfnljt1dn7he is not listed on IDEAS
    4. Northcraft, Gregory B. & Preston, Jared N. & Neale, Margaret A. & Kim, Peter H. & Thomas-Hunt, Melissa C., 1998. "Non-linear Preference Functions and Negotiated Outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 73(1), pages 54-75, January.
    5. John R. Carlson & Joey F. George & Judee K. Burgoon & Mark Adkins & Cindy H. White, 2004. "Deception in Computer-Mediated Communication," Group Decision and Negotiation, Springer, vol. 13(1), pages 5-28, January.
    6. repec:hal:spmain:info:hdl:2441/1pol0t9ish8aibtfnljt1dn7he is not listed on IDEAS
    7. repec:hal:wpspec:info:hdl:2441/1pol0t9ish8aibtfnljt1dn7he is not listed on IDEAS
    8. Rogers, Todd & Zeckhauser, Richard & Gino, Francesco & Schweitzer, Maurice & Norton, Mike, 2014. "Artful Paltering: The Risks and Rewards of Using Truthful Statements to Mislead Others," Working Paper Series rwp14-045, Harvard University, John F. Kennedy School of Government.
    9. Kern, Mary C. & Brett, Jeanne M. & Weingart, Laurie R. & Eck, Chase S., 2020. "The “fixed” pie perception and strategy in dyadic versus multiparty negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 157(C), pages 143-158.

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