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Measures of Joint Performance in Dyadic Mixed-Motive Negotiations

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  • Clyman, Dana R.

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  • Clyman, Dana R., 1995. "Measures of Joint Performance in Dyadic Mixed-Motive Negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 64(1), pages 38-48, October.
    • Handle: RePEc:eee:jobhdp:v:64:y:1995:i:1:p:38-48
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    Cited by:

    1. Allred, Keith G. & Mallozzi, John S. & Matsui, Fusako & Raia, Christopher P., 1997. "The Influence of Anger and Compassion on Negotiation Performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 70(3), pages 175-187, June.
    2. Overbeck, Jennifer R. & Neale, Margaret A. & Govan, Cassandra L., 2010. "I feel, therefore you act: Intrapersonal and interpersonal effects of emotion on negotiation as a function of social power," Organizational Behavior and Human Decision Processes, Elsevier, vol. 112(2), pages 126-139, July.
    3. Martin Bichler & Gregory Kersten & Stefan Strecker, 2003. "Towards a Structured Design of Electronic Negotiations," Group Decision and Negotiation, Springer, vol. 12(4), pages 311-335, July.
    4. O'Connor, Kathleen M., 1997. "Groups and Solos in Context: The Effects of Accountability on Team Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 72(3), pages 384-407, December.
    5. Gregory E. Kersten, 2001. "Modeling Distributive and Integrative Negotiations. Review and Revised Characterization," Group Decision and Negotiation, Springer, vol. 10(6), pages 493-514, November.
    6. Okhuysen, Gerardo A. & Galinsky, Adam D. & Uptigrove, Tamara A., 2003. "Saving the worst for last: The effect of time horizon on the efficiency of negotiating benefits and burdens," Organizational Behavior and Human Decision Processes, Elsevier, vol. 91(2), pages 269-279, July.

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