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The Role of Negotiator Aspirations and Settlement Expectancies in Bargaining Outcomes

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  1. Cardaci, Alberto, 2018. "Inequality, household debt and financial instability: An agent-based perspective," Journal of Economic Behavior & Organization, Elsevier, vol. 149(C), pages 434-458.
  2. Schaerer, Michael & Loschelder, David D. & Swaab, Roderick I., 2016. "Bargaining zone distortion in negotiations: The elusive power of multiple alternatives," Organizational Behavior and Human Decision Processes, Elsevier, vol. 137(C), pages 156-171.
  3. Yossi Maaravi & Asya Pazy & Yoav Ganzach, 2014. "Winning a battle but losing the war: On the drawbacks of using the anchoring tactic in distributive negotiations," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 9(6), pages 548-557, November.
  4. Tenbrunsel, Ann E. & Wade-Benzoni, Kimberly A. & Moag, Joseph & Bazerman, Max H., 1999. "The Negotiation Matching Process: Relationships and Partner Selection," Organizational Behavior and Human Decision Processes, Elsevier, vol. 80(3), pages 252-283, December.
  5. Corinne Bendersky & Kathleen L. McGinn, 2010. "Perspective---Open to Negotiation: Phenomenological Assumptions and Knowledge Dissemination," Organization Science, INFORMS, vol. 21(3), pages 781-797, June.
  6. Colin F. Camerer & Gideon Nave & Alec Smith, 2019. "Dynamic Unstructured Bargaining with Private Information: Theory, Experiment, and Outcome Prediction via Machine Learning," Management Science, INFORMS, vol. 65(4), pages 1867-1890, April.
  7. Van Poucke, Dirk & Buelens, Marc, 2002. "Predicting the outcome of a two-party price negotiation: Contribution of reservation price, aspiration price and opening offer," Journal of Economic Psychology, Elsevier, vol. 23(1), pages 67-76, February.
  8. Putthiwanit, Chutinon & Ho, Shu-Hsun, 2011. "Buyer success and failure in bargaining and its consequences," MPRA Paper 33588, University Library of Munich, Germany.
  9. Leonardelli, Geoffrey J. & Gu, Jun & McRuer, Geordie & Medvec, Victoria Husted & Galinsky, Adam D., 2019. "Multiple equivalent simultaneous offers (MESOs) reduce the negotiator dilemma: How a choice of first offers increases economic and relational outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 152(C), pages 64-83.
  10. 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.
  11. Bowles, Hannah Riley & Babcock, Linda & Lai, Lei, 2004. "Do You a Favor? Social Implications of High Aspirations in Negotiation," Working Paper Series rwp04-033, Harvard University, John F. Kennedy School of Government.
  12. Patton, Charles & Balakrishnan, P.V. (Sundar), 2010. "The impact of expectation of future negotiation interaction on bargaining processes and outcomes," Journal of Business Research, Elsevier, vol. 63(8), pages 809-816, August.
  13. Soldà, Alice & Ke, Changxia & von Hippel, William & Page, Lionel, 2021. "Absolute vs. relative success: Why overconfidence is an inefficient equilibrium," Working Papers 0700, University of Heidelberg, Department of Economics.
  14. Tey, Kian Siong & Schaerer, Michael & Madan, Nikhil & Swaab, Roderick I., 2021. "The Impact of Concession Patterns on Negotiations: When and Why Decreasing Concessions Lead to a Distributive Disadvantage," Organizational Behavior and Human Decision Processes, Elsevier, vol. 165(C), pages 153-166.
  15. Jäger, Andreas & Loschelder, David D. & Friese, Malte, 2017. "Using self-regulation to overcome the detrimental effects of anger in negotiations," Journal of Economic Psychology, Elsevier, vol. 58(C), pages 31-43.
  16. repec:cup:judgdm:v:9:y:2014:i:6:p:548-557 is not listed on IDEAS
  17. Mann, Michel & Warsitzka, Marco & Hüffmeier, Joachim & Trötschel, Roman, 2024. "Mindset-orientierte Verhandlungstrainings für Gewerkschaften: Entwicklung und Evaluierung der HANSE- und UNITED-Modelle," Study / edition der Hans-Böckler-Stiftung, Hans-Böckler-Stiftung, Düsseldorf, volume 127, number 298850, March.
  18. Pope, Devin G. & Pope, Jaren C. & Sydnor, Justin R., 2015. "Focal points and bargaining in housing markets," Games and Economic Behavior, Elsevier, vol. 93(C), pages 89-107.
  19. Sascha Alavi & Johannes Habel & Marco Schwenke & Christian Schmitz, 2020. "Price negotiating for services: elucidating the ambivalent effects on customers’ negotiation aspirations," Journal of the Academy of Marketing Science, Springer, vol. 48(2), pages 165-185, March.
  20. Hillie Aaldering & Shirli Kopelman, 2022. "Dovish and Hawkish Influence in Distributive and Integrative Negotiations: The Role of (A)symmetry in Constituencies," Group Decision and Negotiation, Springer, vol. 31(1), pages 111-136, February.
  21. Patton, Charles & Balakrishnan, P.V. (Sundar), 2012. "Negotiating when outnumbered: Agenda strategies for bargaining with buying teams," International Journal of Research in Marketing, Elsevier, vol. 29(3), pages 280-291.
  22. Brady, Garrett L. & Inesi, M. Ena & Mussweiler, Thomas, 2021. "The power of lost alternatives in negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 162(C), pages 59-80.
  23. Xiaohua Zeng & Srabana Dasgupta & Charles Weinberg, 2012. "How Good Are You at Getting a Lower Price? A Field Study of the US Automobile Market," Journal of Consumer Policy, Springer, vol. 35(2), pages 255-274, June.
  24. Bowles, Hannah Riley & Babcock, Linda & McGinn, Kathleen L., 2005. "Constraints and Triggers: Situational Mechanics of Gender in Negotiation," Working Paper Series rwp05-051, Harvard University, John F. Kennedy School of Government.
  25. Novemsky, Nathan & Schweitzer, Maurice E., 2004. "What makes negotiators happy? The differential effects of internal and external social comparisons on negotiator satisfaction," Organizational Behavior and Human Decision Processes, Elsevier, vol. 95(2), pages 186-197, November.
  26. G.E. Kersten & S. Koeszegi & R. Vetschera, 1999. "The Effects of Culture in Anonymous Negotiations: A Four Countries Experiment," Working Papers ir99023, International Institute for Applied Systems Analysis.
  27. Sutti Ortiz, 2012. "Decisions and Choices: The Rationality of Economic Actors," Chapters, in: James G. Carrier (ed.), A Handbook of Economic Anthropology, Second Edition, chapter 4, Edward Elgar Publishing.
  28. Oza, Shweta S. & Srivastava, Joydeep & Koukova, Nevena T., 2010. "How suspicion mitigates the effect of influence tactics," Organizational Behavior and Human Decision Processes, Elsevier, vol. 112(1), pages 1-10, May.
  29. Kristensen, Henrik & Garling, Tommy, 1997. "Determinants of buyers' aspiration and reservation price," Journal of Economic Psychology, Elsevier, vol. 18(5), pages 487-503, September.
  30. Vairam Arunachalam & William Dilla & Marjorie Shelley & Chris Chan, 1998. "Market Alternatives, Third Party Intervention, and Third Party Informedness in Negotiation," Group Decision and Negotiation, Springer, vol. 7(2), pages 81-107, March.
  31. Michael Ahearne & Yashar Atefi & Son K. Lam & Mohsen Pourmasoudi, 2022. "The future of buyer–seller interactions: a conceptual framework and research agenda," Journal of the Academy of Marketing Science, Springer, vol. 50(1), pages 22-45, January.
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