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The development of contractual norms in bargaining: replication and variation

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  • John Thibaut

    (Department of Psychology, University of North Carolina)

Abstract

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Suggested Citation

  • John Thibaut, 1968. "The development of contractual norms in bargaining: replication and variation," Journal of Conflict Resolution, Peace Science Society (International), vol. 12(1), pages 102-112, March.
    • Handle: RePEc:sae:jocore:v:12:y:1968:i:1:p:102-112
    DOI: 10.1177/002200276801200108
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    References listed on IDEAS

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    1. Harold H. Kelley, 1965. "Experimental studies of threats in interpersonal negotiations," Journal of Conflict Resolution, Peace Science Society (International), vol. 9(1), pages 79-105, March.
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    Cited by:

    1. Stephen, Andrew T. & Coote, Leonard V., 2007. "Interfirm behavior and goal alignment in relational exchanges," Journal of Business Research, Elsevier, vol. 60(4), pages 285-295, April.
    2. Paulssen, Marcel & Leischnig, Alexander & Ivens, Björn S. & Birk, Mattias M., 2016. "Relational norms in customer–company relationships: Net and configurational effects," Journal of Business Research, Elsevier, vol. 69(12), pages 5866-5874.

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