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Share and Share Alike or Winner Take All?: The Influence of Social Value Orientation upon Choice and Recall of Negotiation Heuristics, ,

Citations

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Cited by:

  1. Imai, Lynn & Gelfand, Michele J., 2010. "The culturally intelligent negotiator: The impact of cultural intelligence (CQ) on negotiation sequences and outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 112(2), pages 83-98, July.
  2. Philipp Melzer & Mareike Schoop, 2016. "The Effects of Personalised Negotiation Training on Learning and Performance in Electronic Negotiations," Group Decision and Negotiation, Springer, vol. 25(6), pages 1189-1210, November.
  3. Steinel, Wolfgang & De Dreu, Carsten K.W. & Ouwehand, Elsje & Ramírez-Marín, Jimena Y., 2009. "When constituencies speak in multiple tongues: The relative persuasiveness of hawkish minorities in representative negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 109(1), pages 67-78, May.
  4. repec:cup:judgdm:v:6:y:2011:i:8:p:771-781 is not listed on IDEAS
  5. Masters-Waage, Theodore C. & Nai, Jared & Reb, Jochen & Sim, Samantha & Narayanan, Jayanth & Tan, Noriko, 2021. "Going far together by being here now: Mindfulness increases cooperation in negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 167(C), pages 189-205.
  6. Roch, Sylvia G. & Lane, John A. S. & Samuelson, Charles D. & Allison, Scott T. & Dent, Jennifer L., 2000. "Cognitive Load and the Equality Heuristic: A Two-Stage Model of Resource Overconsumption in Small Groups," Organizational Behavior and Human Decision Processes, Elsevier, vol. 83(2), pages 185-212, November.
  7. Ballantyne, Roy & Hughes, Karen & Lee, Julie & Packer, Jan & Sneddon, Joanne, 2018. "Visitors' values and environmental learning outcomes at wildlife attractions: Implications for interpretive practice," Tourism Management, Elsevier, vol. 64(C), pages 190-201.
  8. Siegwart Lindenberg, 2000. "It Takes Both Trust and Lack of Mistrust: The Workings of Cooperation and Relational Signaling in Contractual Relationships," Journal of Management & Governance, Springer;Accademia Italiana di Economia Aziendale (AIDEA), vol. 4(1), pages 11-33, March.
  9. Dejun Tony Kong & Roger Volkema, 2016. "Cultural Endorsement of Broad Leadership Prototypes and Wealth as Predictors of Corruption," Social Indicators Research: An International and Interdisciplinary Journal for Quality-of-Life Measurement, Springer, vol. 127(1), pages 139-152, May.
  10. Ryan O. Murphy & Kurt A. Ackerman & Michel J. J. Handgraaf, 2011. "Measuring social value orientation," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 6(8), pages 771-781, December.
  11. Flore Bridoux & Régis Coeurderoy & Rodolphe Durand, 2017. "Heterogeneous social motives and interactions: The three predictable paths of capability development," Strategic Management Journal, Wiley Blackwell, vol. 38(9), pages 1755-1773, September.
  12. Shay S. Tzafrir & Rudolph Joseph Sanchez & Keren Tirosh-Unger, 2012. "Social Motives and Trust: Implications for Joint Gains in Negotiations," Group Decision and Negotiation, Springer, vol. 21(6), pages 839-862, November.
  13. Da Silva, Sergio & De Faveri, Dinorá & Correa, Ana & Matsushita, Raul, 2017. "Social preferences, financial literacy and intertemporal choice," MPRA Paper 79535, University Library of Munich, Germany.
  14. Boles, Terry L. & Croson, Rachel T. A. & Murnighan, J. Keith, 2000. "Deception and Retribution in Repeated Ultimatum Bargaining," Organizational Behavior and Human Decision Processes, Elsevier, vol. 83(2), pages 235-259, November.
  15. Peter Bußwolder & Swetlana Dregert & Peter Letmathe, 2019. "Consequences of Unfair Job Promotions in Organizations," Schmalenbach Business Review, Springer;Schmalenbach-Gesellschaft, vol. 71(1), pages 3-26, February.
  16. Mara Olekalns & Philip Smith, 2007. "Loose with the Truth: Predicting Deception in Negotiation," Journal of Business Ethics, Springer, vol. 76(2), pages 225-238, December.
  17. Malhotra, Deepak, 2010. "The desire to win: The effects of competitive arousal on motivation and behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 111(2), pages 139-146, March.
  18. Caputo, Andrea & Ayoko, Oluremi B. & Amoo, Nii & Menke, Charlott, 2019. "The relationship between cultural values, cultural intelligence and negotiation styles," Journal of Business Research, Elsevier, vol. 99(C), pages 23-36.
  19. Gert Cornelissen & Siegfried Dewitte & Luk Warlop, "undated". "Social Value Orientation as a Moral Intuition: Decision-Making in the Dictator Game," Working Papers 322, Barcelona School of Economics.
  20. Martha Jeong & Julia Minson & Michael Yeomans & Francesca Gino, 2019. "Communicating with Warmth in Distributive Negotiations Is Surprisingly Counterproductive," Management Science, INFORMS, vol. 65(12), pages 5813-5837, December.
  21. Fouladvand, Javanshir, 2022. "Behavioural attributes towards collective energy security in thermal energy communities: Environmental-friendly behaviour matters," Energy, Elsevier, vol. 261(PB).
  22. Garcia, Stephen M. & Tor, Avishalom, 2007. "Rankings, standards, and competition: Task vs. scale comparisons," Organizational Behavior and Human Decision Processes, Elsevier, vol. 102(1), pages 95-108, January.
  23. Brizi, Ambra & Giacomantonio, Mauro & Schumpe, Birga M. & Mannetti, Lucia, 2015. "Intention to pay taxes or to avoid them: The impact of social value orientation," Journal of Economic Psychology, Elsevier, vol. 50(C), pages 22-31.
  24. Mara Olekalns & Philip L. Smith, 2018. "A Satisfied Mind: Motivational Orientation, Feedback and the Subjective Value of Negotiation Outcomes," Group Decision and Negotiation, Springer, vol. 27(2), pages 179-196, April.
  25. Peter Mühlau & Siegwart Lindenberg, 2003. "Efficiency Wages: Signals or Incentives An Empirical Study of the Relationship between Wage and Commitment," Journal of Management & Governance, Springer;Accademia Italiana di Economia Aziendale (AIDEA), vol. 7(4), pages 385-400, December.
  26. Dionysis Skarmeas & Constantinos N. Leonidou & Charalampos Saridakis & Giuseppe Musarra, 2020. "Pathways to Civic Engagement with Big Social Issues: An Integrated Approach," Journal of Business Ethics, Springer, vol. 164(2), pages 261-285, June.
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