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The Process of Negotiating: Strategy and Timing as Predictors of Outcomes

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  • Olekalns, Mara
  • Smith, Philip L.
  • Walsh, Therese

Abstract

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  • Olekalns, Mara & Smith, Philip L. & Walsh, Therese, 1996. "The Process of Negotiating: Strategy and Timing as Predictors of Outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 68(1), pages 68-77, October.
    • Handle: RePEc:eee:jobhdp:v:68:y:1996:i:1:p:68-77
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    Cited by:

    1. Dinkevych, Elena & Wilken, Robert & Aykac, Tayfun & Jacob, Frank & Prime, Nathalie, 2017. "Can outnumbered negotiators succeed? The case of intercultural business negotiations," International Business Review, Elsevier, vol. 26(3), pages 592-603.
    2. Ingmar Geiger, 2014. "Media Effects on the Formation of Negotiator Satisfaction: The Example of Face-to-Face and Text Based Electronically Mediated Negotiations," Group Decision and Negotiation, Springer, vol. 23(4), pages 735-763, July.
    3. Brett, Jeanne & Thompson, Leigh, 2016. "Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 136(C), pages 68-79.
    4. Zhi-Xue Zhang & Yu-Lan Han, 2007. "The effects of reciprocation wariness on negotiation behavior and outcomes," Group Decision and Negotiation, Springer, vol. 16(6), pages 507-525, November.
    5. Michele Griessmair & Johannes Gettinger, 2020. "Take the Right Turn: The Role of Social Signals and Action–Reaction Sequences in Enacting Turning Points in Negotiations," Group Decision and Negotiation, Springer, vol. 29(3), pages 425-459, June.
    6. 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.
    7. 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).
    8. Wendi L. Adair & Jeanne M. Brett, 2005. "The Negotiation Dance: Time, Culture, and Behavioral Sequences in Negotiation," Organization Science, INFORMS, vol. 16(1), pages 33-51, February.
    9. Michael Filzmoser & Patrick Hippmann & Rudolf Vetschera, 2016. "Analyzing the Multiple Dimensions of Negotiation Processes," Group Decision and Negotiation, Springer, vol. 25(6), pages 1169-1188, November.
    10. Michele Griessmair, 2017. "Ups and Downs: Emotional Dynamics in Negotiations and Their Effects on (In)Equity," Group Decision and Negotiation, Springer, vol. 26(6), pages 1061-1090, November.
    11. Wilken, Robert & Cornelißen, Markus & Backhaus, Klaus & Schmitz, Christian, 2010. "Steering sales reps through cost information: An investigation into the black box of cognitive references and negotiation behavior," International Journal of Research in Marketing, Elsevier, vol. 27(1), pages 69-82.
    12. Wilken, Robert & Jacob, Frank & Prime, Nathalie, 2013. "The ambiguous role of cultural moderators in intercultural business negotiations," International Business Review, Elsevier, vol. 22(4), pages 736-753.
    13. Edy Glozman & Netta Barak-Corren & Ilan Yaniv, 2013. "False negotiations: The art & science of not reaching an agreement," Discussion Paper Series dp646, The Federmann Center for the Study of Rationality, the Hebrew University, Jerusalem.

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