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Negotiating with Nonlinear Subjective Utilities: Why Some Concessions Are More Equal Than Others

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  • Northcraft, Gregory B.
  • Brodt, Susan E.
  • Neale, Margaret A.

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  • Northcraft, Gregory B. & Brodt, Susan E. & Neale, Margaret A., 1995. "Negotiating with Nonlinear Subjective Utilities: Why Some Concessions Are More Equal Than Others," Organizational Behavior and Human Decision Processes, Elsevier, vol. 63(3), pages 298-310, September.
    • Handle: RePEc:eee:jobhdp:v:63:y:1995:i:3:p:298-310
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    Cited by:

    1. Leonard Greenhalgh & Deborah I. Chapman, 1998. "Negotiator Relationships: Construct Measurement, and Demonstration of Their Impact on the Process and Outcomes of Negotiation," Group Decision and Negotiation, Springer, vol. 7(6), pages 465-489, November.
    2. Susan E. Brodt, 1997. "Innovative Approaches to Research on Group Decision and Negotiation," Group Decision and Negotiation, Springer, vol. 6(4), pages 283-287, July.
    3. Rudolf Vetschera, 2006. "Preference Structures of Negotiators and Negotiation Outcomes," Group Decision and Negotiation, Springer, vol. 15(2), pages 111-125, March.
    4. Curhan, Jared R. & Elfenbein, Hillary Anger & Xu, Heng, 2005. "What do People Value when they Negotiate? Mapping the Domain of Subjective Value in Negotiation," Working papers 18234, Massachusetts Institute of Technology (MIT), Sloan School of Management.

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