To Match or Not to Match? Reactions to Turning Points in Negotiation
Author
Abstract
Suggested Citation
DOI: 10.1007/s10726-017-9550-x
Download full text from publisher
As the access to this document is restricted, you may want to search for a different version of it.
References listed on IDEAS
- Davide Pietroni & Gerben A. Kleef & Carsten K. W. Dreu, 2008. "Response modes in negotiation," Group Decision and Negotiation, Springer, vol. 17(1), pages 31-49, January.
- Keysar, Boaz & Ginzel, Linda E. & Bazerman, Max H., 1995. "States of Affairs and States of Mind: The Effect of Knowledge of Beliefs," Organizational Behavior and Human Decision Processes, Elsevier, vol. 64(3), pages 283-293, December.
- 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.
- Urs Fischbacher, 2007. "z-Tree: Zurich toolbox for ready-made economic experiments," Experimental Economics, Springer;Economic Science Association, vol. 10(2), pages 171-178, June.
- de Dreu, Carsten K. W. & Carnevale, Peter J. D. & Emans, Ben J. M. & van de Vliert, Evert, 1994. "Effects of Gain-Loss Frames in Negotiation: Loss Aversion, Mismatching, and Frame Adoption," Organizational Behavior and Human Decision Processes, Elsevier, vol. 60(1), pages 90-107, October.
- Svenn Lindskold & Brian Betz & Pamela S. Walters, 1986. "Transforming Competitive or Cooperative Climates," Journal of Conflict Resolution, Peace Science Society (International), vol. 30(1), pages 99-114, March.
- Daniel Druckman, 2001. "Turning Points in International Negotiation," Journal of Conflict Resolution, Peace Science Society (International), vol. 45(4), pages 519-544, August.
Citations
Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
Cited by:
- 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.
Most related items
These are the items that most often cite the same works as this one and are cited by the same works as this one.- 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.
- Klijn, Flip & Pais, Joana & Vorsatz, Marc, 2019.
"Static versus dynamic deferred acceptance in school choice: Theory and experiment,"
Games and Economic Behavior, Elsevier, vol. 113(C), pages 147-163.
- Flip Klijn & Joana Pais & Marc Vorsatz, 2016. "Static versus Dynamic Deferred Acceptance in School Choice: Theory and Experiment," Working Papers 926, Barcelona School of Economics.
- Joana Pais & Flip Klijn & Marc Vorsatz, 2017. "Static versus Dynamic Deferred Acceptance in School Choice: Theory and Experiment," Working Papers REM 2017/04, ISEG - Lisbon School of Economics and Management, REM, Universidade de Lisboa.
- Ederer, Florian & Stremitzer, Alexander, 2017.
"Promises and expectations,"
Games and Economic Behavior, Elsevier, vol. 106(C), pages 161-178.
- Florian Ederer & Alexander Stremitzer, 2013. "Promises and Expectations," Cowles Foundation Discussion Papers 1931R, Cowles Foundation for Research in Economics, Yale University, revised Oct 2017.
- Florian Ederer & Alexander Stremitzer, 2014. "Promises and Expectations," Levine's Working Paper Archive 786969000000000887, David K. Levine.
- Florian Ederer & Alexander Stremitzer, 2013. "Promises and Expectations," Cowles Foundation Discussion Papers 1931, Cowles Foundation for Research in Economics, Yale University, revised Mar 2016.
- Bosch-Domènech, Antoni & Vriend, Nicolaas J., 2013.
"On the role of non-equilibrium focal points as coordination devices,"
Journal of Economic Behavior & Organization, Elsevier, vol. 94(C), pages 52-67.
- Antoni Bosch-Domènech & Nicolaas J. Vriend, 2008. "On the role of non-equilibrium focal points as coordination devices," Economics Working Papers 1064, Department of Economics and Business, Universitat Pompeu Fabra.
- Antoni Bosch-Domènech & Nicolaas J. Vriend, 2008. "On the Role of Non-equilibrium Focal Points as Coordination Devices," Working Papers 621, Queen Mary University of London, School of Economics and Finance.
- Eva M. Krockow & Masanori Takezawa & Briony D. Pulford & Andrew M. Colman & Samuel Smithers & Toshimasa Kita & Yo Nakawake, 2018. "Commitment-enhancing tools in Centipede games: Evidencing European–Japanese differences in trust and cooperation," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 13(1), pages 61-72, January.
- Wendelin Schnedler & Nina Lucia Stephan, 2020.
"Revisiting a Remedy Against Chains of Unkindness,"
Schmalenbach Business Review, Springer;Schmalenbach-Gesellschaft, vol. 72(3), pages 347-364, July.
- Schnedler, Wendelin & Stephan, Nina Lucia, 2020. "Revisiting a Remedy against the Chain of Unkindness," IZA Discussion Papers 13135, Institute of Labor Economics (IZA).
- Schnedler, Wendelin & Stephan, Nina, 2020. "Revisiting a Remedy Against Chains of Unkindness," EconStor Preprints 215708, ZBW - Leibniz Information Centre for Economics.
- Kyung Hwan Baik & Subhasish M. Chowdhury & Abhijit Ramalingam, 2021.
"Group size and matching protocol in contests,"
Canadian Journal of Economics/Revue canadienne d'économique, John Wiley & Sons, vol. 54(4), pages 1716-1736, November.
- Kyung Hwan Baik & Subhasish M. Chowdhury & Abhijit Ramalingam, 2015. "Group size and matching protocol in contests," Working Paper series, University of East Anglia, Centre for Behavioural and Experimental Social Science (CBESS) 13-11R, School of Economics, University of East Anglia, Norwich, UK..
- Kyung Hwan Baik & Subhasish M. Chowdhury & Abhijit Ramalingam, 2021. "Group Size and Matching Protocol in Contests," GRU Working Paper Series GRU_2021_020, City University of Hong Kong, Department of Economics and Finance, Global Research Unit.
- Radu Vranceanu & Damien Besancenot & Delphine Dubart, 2014. "Can Rumors and Other Uninformative Messages Cause Illiquidity ?," CEPN Working Papers hal-00841167, HAL.
- Basteck, Christian & Klaus, Bettina & Kübler, Dorothea, 2021.
"How lotteries in school choice help to level the playing field,"
Games and Economic Behavior, Elsevier, vol. 129(C), pages 198-237.
- Basteck, Christian & Klaus, Bettina & Kübler, Dorothea, 2018. "How Lotteries in School Choice Help to Level the Playing Field," Rationality and Competition Discussion Paper Series 114, CRC TRR 190 Rationality and Competition.
- Christian Basteck & Bettina Klaus & Dorothea Kuebler, 2019. "How Lotteries in School Choice Help to Level the Playing Field," Cahiers de Recherches Economiques du Département d'économie 19.09, Université de Lausanne, Faculté des HEC, Département d’économie.
- Christian Basteck & Bettina Klaus & Dorothea Kuebler, 2018. "How Lotteries in School Choice Help to Level the Playing Field," Cahiers de Recherches Economiques du Département d'économie 18.06, Université de Lausanne, Faculté des HEC, Département d’économie.
- Basteck, Christian & Klaus, Bettina & Kübler, Dorothea, 2018. "How lotteries in school choice help to level the playing field," Discussion Papers, Research Unit: Market Behavior SP II 2018-205, WZB Berlin Social Science Center.
- Author-Name: Christian Basteck & Author-Name: Bettina Klaus & Dorothea Kuebler, 2021. "How Lotteries in School Choice Help to Level the Playing Field," Cahiers de Recherches Economiques du Département d'économie 21.09, Université de Lausanne, Faculté des HEC, Département d’économie.
- Ertac, Seda & Gumren, Mert & Gurdal, Mehmet Y., 2020. "Demand for decision autonomy and the desire to avoid responsibility in risky environments: Experimental evidence," Journal of Economic Psychology, Elsevier, vol. 77(C).
- David J. Cooper & Krista Saral & Marie Claire Villeval, 2021.
"Why Join a Team?,"
Management Science, INFORMS, vol. 67(11), pages 6980-6997, November.
- Cooper, David J. & Saral, Krista & Villeval, Marie Claire, 2019. "Why Join a Team?," IZA Discussion Papers 12587, Institute of Labor Economics (IZA).
- David J. Cooper & Krista Saral & Marie Claire Villeval, 2021. "Why Join a Team?," Post-Print halshs-03003653, HAL.
- David Cooper & Krista Saral & Marie Claire Villeval, 2019. "Why Join a Team?," Working Papers halshs-02295921, HAL.
- David J. Cooper & Krista Saral & Marie Claire Villeval, 2019. "Why Join a Team?," Working Papers 1928, Groupe d'Analyse et de Théorie Economique Lyon St-Étienne (GATE Lyon St-Étienne), Université de Lyon.
- Robert Gazzale & Julian Jamison & Alexander Karlan & Dean Karlan, 2013.
"Ambiguous Solicitation: Ambiguous Prescription,"
Economic Inquiry, Western Economic Association International, vol. 51(1), pages 1002-1011, January.
- Robert S. Gazzale & Julian Jamison & Alexander Karlan & Dean S. Karlan, 2009. "Ambiguous Solicitation: Ambiguous Prescription," Department of Economics Working Papers 2009-02, Department of Economics, Williams College.
- Zakaria Babutsidze & Nobuyuki Hanaki & Adam Zylbersztejn, 2019.
"Digital Communication and Swift Trust,"
SciencePo Working papers Main
halshs-02050514, HAL.
- Zakaria Babutsidze & Nobuyuki Hanaki & Adam Zylbersztejn, 2019. "Digital Communication and Swift Trust," Working Papers halshs-02050514, HAL.
- Zakaria Babutsidze & Nobuyuki Hanaki & Adam Zylbersztejn, 2019. "Digital Communication and Swift Trust," Post-Print halshs-02409309, HAL.
- Zakaria Babutsidze & Nobuyuki Hanaki & Adam Zylbersztejn, 2019. "Digital Communication and Swift Trust," Post-Print halshs-02409314, HAL.
- Zakaria Babutsidze & Nobuyuki Hanaki & Adam Zylbersztejn, 2019. "Digital Communication and Swift Trust," Working Papers 1909, Groupe d'Analyse et de Théorie Economique Lyon St-Étienne (GATE Lyon St-Étienne), Université de Lyon.
- Morone, A. & Morone, P. & Germani, A.R., 2014.
"Individual and group behaviour in the traveler's dilemma: An experimental study,"
Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 49(C), pages 1-7.
- Morone, Andrea & Morone, Piergiuseppe, 2012. "Individual and group behaviours in the traveller’s dilemma: an experimental study," MPRA Paper 38199, University Library of Munich, Germany.
- Andrea Morone & Piergiuseppe Morone, 2012. "Individual and Group Behaviours in the Traveller's Dilemma: An Experimental Study," Working Papers 2012/09, Economics Department, Universitat Jaume I, Castellón (Spain).
- Falk Armin & Kosfeld Michael, 2012.
"It's all about Connections: Evidence on Network Formation,"
Review of Network Economics, De Gruyter, vol. 11(3), pages 1-36, September.
- Armin Falk, Michael Kosfeld, "undated". "It's all about Connections: Evidence on Network Formation," IEW - Working Papers 146, Institute for Empirical Research in Economics - University of Zurich.
- Falk, Armin & Kosfeld, Michael, 2003. "It's all about Connections: Evidence on Network Formation," IZA Discussion Papers 777, Institute of Labor Economics (IZA).
- Falk, Armin & Kosfeld, Michael, 2003. "It's All About Connections: Evidence on Network Formation," CEPR Discussion Papers 3970, C.E.P.R. Discussion Papers.
- Wojciech Hardy & Michal Krawczyk & Joanna Tyrowicz, 2015. ""Thou shalt not leech" Are digital pirates conditional cooperators?," Working Papers 2015-26, Faculty of Economic Sciences, University of Warsaw.
- Galliera, Arianna, 2018.
"Self-selecting random or cumulative pay? A bargaining experiment,"
Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 72(C), pages 106-120.
- Arianna Galliera, 2016. "Self-Selecting Random or Cumulative Pay? A Bargaining Experiment," Working Papers CESARE 2/2016, Dipartimento di Economia e Finanza, LUISS Guido Carli.
- Kamei, Kenju, 2016. "Information Disclosure and Cooperation in a Finitely-repeated Dilemma: Experimental Evidence," MPRA Paper 75100, University Library of Munich, Germany.
- Delaney, Jason & Jacobson, Sarah, 2014.
"Those outsiders: How downstream externalities affect public good provision,"
Journal of Environmental Economics and Management, Elsevier, vol. 67(3), pages 340-352.
- Sarah Jacobson & Jason Delaney, 2013. "Those Outsiders: How Downstream Externalities Affect Public Good Provision," Department of Economics Working Papers 2013-09, Department of Economics, Williams College.
- Breaban, Adriana & van de Kuilen, Gijs & Noussair, Charles, 2016.
"Prudence, Personality, Cognitive Ability and Emotional State,"
Other publications TiSEM
9a01a5ab-e03d-49eb-9cd7-4, Tilburg University, School of Economics and Management.
- Breaban, Adriana & van de Kuilen, Gijs & Noussair, Charles, 2016. "Prudence, Personality, Cognitive Ability and Emotional State," Discussion Paper 2016-030, Tilburg University, Center for Economic Research.
More about this item
Keywords
Matching; Negotiation; Process frames; Salience of offers; Turning points;All these keywords.
Statistics
Access and download statisticsCorrections
All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:spr:grdene:v:27:y:2018:i:1:d:10.1007_s10726-017-9550-x. See general information about how to correct material in RePEc.
If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.
If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .
If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .
Please note that corrections may take a couple of weeks to filter through the various RePEc services.