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The Negotiated Allocation of Benefits and Burdens: The Impact of Outcome Valence, Contribution, and Relationship

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  • Sondak, Harris
  • Neale, Margaret A.
  • Pinkley, Robin

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Suggested Citation

  • Sondak, Harris & Neale, Margaret A. & Pinkley, Robin, 1995. "The Negotiated Allocation of Benefits and Burdens: The Impact of Outcome Valence, Contribution, and Relationship," Organizational Behavior and Human Decision Processes, Elsevier, vol. 64(3), pages 249-260, December.
    • Handle: RePEc:eee:jobhdp:v:64:y:1995:i:3:p:249-260
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    Cited by:

    1. Roman Trötschel & Marie van Treek & Caroline Heydenbluth & Kai Zhang & Johann M. Majer, 2022. "From Claiming to Creating Value: The Psychology of Negotiations on Common Resource Dilemmas," Sustainability, MDPI, vol. 14(9), pages 1-26, April.
    2. Majer, Johann M. & Zhang, Kai & Zhang, Hong & Höhne, Benjamin P. & Trötschel, Roman, 2022. "Give and take frames in shared-resource negotiations," Journal of Economic Psychology, Elsevier, vol. 90(C).
    3. Meloy, Margaret G. & Russo, J. Edward, 2004. "Binary choice under instructions to select versus reject," Organizational Behavior and Human Decision Processes, Elsevier, vol. 93(2), pages 114-128, March.
    4. 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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