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The role of cultural orientation in bargaining under incomplete information: Differences in causal attributions

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  • Valenzuela, Ana
  • Srivastava, Joydeep
  • Lee, Seonsu

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  • Valenzuela, Ana & Srivastava, Joydeep & Lee, Seonsu, 2005. "The role of cultural orientation in bargaining under incomplete information: Differences in causal attributions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 96(1), pages 72-88, January.
    • Handle: RePEc:eee:jobhdp:v:96:y:2005:i:1:p:72-88
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    1. Joseph Henrich, 2001. "In Search of Homo Economicus: Behavioral Experiments in 15 Small-Scale Societies," American Economic Review, American Economic Association, vol. 91(2), pages 73-78, May.
    2. Blount, Sally, 1995. "When Social Outcomes Aren't Fair: The Effect of Causal Attributions on Preferences," Organizational Behavior and Human Decision Processes, Elsevier, vol. 63(2), pages 131-144, August.
    3. Roth, Alvin E. & Vesna Prasnikar & Masahiro Okuno-Fujiwara & Shmuel Zamir, 1991. "Bargaining and Market Behavior in Jerusalem, Ljubljana, Pittsburgh, and Tokyo: An Experimental Study," American Economic Review, American Economic Association, vol. 81(5), pages 1068-1095, December.
    4. Srivastava, Joydeep, 2001. "The Role of Inferences in Sequential Bargaining with One-Sided Incomplete Information: Some Experimental Evidence," Organizational Behavior and Human Decision Processes, Elsevier, vol. 85(1), pages 166-187, May.
    5. Bolton Gary E. & Zwick Rami, 1995. "Anonymity versus Punishment in Ultimatum Bargaining," Games and Economic Behavior, Elsevier, vol. 10(1), pages 95-121, July.
    6. Joydeep Srivastava & Dipankar Chakravarti & Amnon Rapoport, 2000. "Price and Margin Negotiations in Marketing Channels: An Experimental Study of Sequential Bargaining Under One-sided Uncertainty and Opportunity Cost of Delay," Marketing Science, INFORMS, vol. 19(2), pages 163-184, October.
    7. Briley, Donnel A & Morris, Michael W & Simonson, Itamar, 2000. "Reasons as Carriers of Culture: Dynamic versus Dispositional Models of Cultural Influence on Decision Making," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 27(2), pages 157-178, September.
    8. Gelfand, Michele J. & Christakopoulou, Sophia, 1999. "Culture and Negotiator Cognition: Judgment Accuracy and Negotiation Processes in Individualistic and Collectivistic Cultures, , , ," Organizational Behavior and Human Decision Processes, Elsevier, vol. 79(3), pages 248-269, September.
    9. Croson, Rachel T. A., 1996. "Information in ultimatum games: An experimental study," Journal of Economic Behavior & Organization, Elsevier, vol. 30(2), pages 197-212, August.
    10. Morris, Michael W. & Simonson, Itamar & Briley, Donnel A., 2000. "Reasons as Carriers of Culture: Dynamic vs. Dispositional Models of Cultural Influence on Decision Making," Research Papers 1607, Stanford University, Graduate School of Business.
    11. Samuel Bowles & Robert Boyd & Colin Camerer & Ernst Fehr & Herbert Gintis & Joseph Henrich & Richard McElreath, 2001. "In search of homo economicus: Experiments in 15 small-scale societies," Artefactual Field Experiments 00068, The Field Experiments Website.
    12. Thaler, Richard H, 1988. "The Ultimatum Game," Journal of Economic Perspectives, American Economic Association, vol. 2(4), pages 195-206, Fall.
    13. Graham, John L, 1988. "Buyer-Seller Negotiations around the Pacific Rim: Differences in Fundamental Exchange Processes," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 15(1), pages 48-54, June.
    14. Colin F. Camerer & Richard H. Thaler, 1995. "Anomalies: Ultimatums, Dictators and Manners," Journal of Economic Perspectives, American Economic Association, vol. 9(2), pages 209-219, Spring.
    15. White, Sally Blount & Neale, Margaret A., 1994. "The Role of Negotiator Aspirations and Settlement Expectancies in Bargaining Outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 57(2), pages 303-317, February.
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    Cited by:

    1. Donghee Han & Hyewon Park & Seung-Yoon Rhee, 2021. "The Role of Regulatory Focus and Emotion Recognition Bias in Cross-Cultural Negotiation," Sustainability, MDPI, vol. 13(5), pages 1-20, March.
    2. Horak, Sven, 2013. "Cross-cultural experimental economics and indigenous management research: Issues and contributions," Working Papers on East Asian Studies 92/2013, University of Duisburg-Essen, Institute of East Asian Studies IN-EAST.

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