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Negotiation Analysis: A Characterization and Review

Citations

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Cited by:

  1. Raith, Matthias G., 2017. "Fair negotiation procedures," Center for Mathematical Economics Working Papers 300, Center for Mathematical Economics, Bielefeld University.
  2. Nicolas Quérou & Patrick Rio & Mabel Tidball, 2007. "Multi-Party Negotiation When Agents Have Subjective Estimates of Bargaining Powers," Group Decision and Negotiation, Springer, vol. 16(5), pages 417-436, September.
  3. Ruud Gerards & Joan Muysken & Riccardo Welters, 2014. "Active Labour Market Policy by a Profit-Maximizing Firm," British Journal of Industrial Relations, London School of Economics, vol. 52(1), pages 136-157, March.
  4. Mouzas, Stefanos & Ford, David, 2006. "Managing relationships in showery weather: The role of umbrella agreements," Journal of Business Research, Elsevier, vol. 59(12), pages 1248-1256, November.
  5. Michael Filzmoser & Patrick Hippmann & Rudolf Vetschera, 2016. "Analyzing the Multiple Dimensions of Negotiation Processes," Group Decision and Negotiation, Springer, vol. 25(6), pages 1169-1188, November.
  6. 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.
  7. Tomasz Wachowicz & Paweł Błaszczyk, 2013. "TOPSIS Based Approach to Scoring Negotiating Offers in Negotiation Support Systems," Group Decision and Negotiation, Springer, vol. 22(6), pages 1021-1050, November.
  8. G.E. Kersten & S.J. Noronha, 1997. "Supporting International Negotiation with a WWW-Based System," Working Papers ir97049, International Institute for Applied Systems Analysis.
  9. Rufo, M.J. & Martín, J. & Pérez, C.J., 2014. "Adversarial life testing: A Bayesian negotiation model," Reliability Engineering and System Safety, Elsevier, vol. 131(C), pages 118-125.
  10. Emin Karagözoglu & Arno Riedl, 2010. "Information, Uncertainty, and Subjective Entitlements in Bargaining," CESifo Working Paper Series 3133, CESifo.
  11. Trötschel, Roman & Bündgens, Silke & Hüffmeier, Joachim & Loschelder, David D., 2013. "Promoting prevention success at the bargaining table: Regulatory focus in distributive negotiations," Journal of Economic Psychology, Elsevier, vol. 38(C), pages 26-39.
  12. Douglas P. Twitchell & Matthew L. Jensen & Douglas C. Derrick & Judee K. Burgoon & Jay F. Nunamaker, 2013. "Negotiation Outcome Classification Using Language Features," Group Decision and Negotiation, Springer, vol. 22(1), pages 135-151, January.
  13. Rufo, M.J. & Martín, J. & Pérez, C.J., 2016. "A Bayesian negotiation model for quality and price in a multi-consumer context," Reliability Engineering and System Safety, Elsevier, vol. 147(C), pages 132-141.
  14. Gregory E. Kersten, 2001. "Modeling Distributive and Integrative Negotiations. Review and Revised Characterization," Group Decision and Negotiation, Springer, vol. 10(6), pages 493-514, November.
  15. Monheim, Kai, 2016. "The ‘power of process:’ how negotiation management influences multilateral cooperation," LSE Research Online Documents on Economics 67921, London School of Economics and Political Science, LSE Library.
  16. Ghosh, Dipankar, 2000. "Complementary arrangements of organizational factors and outcomes of negotiated transfer price," Accounting, Organizations and Society, Elsevier, vol. 25(7), pages 661-682, October.
  17. Gregory Kersten & Sunil Noronha, 1999. "Negotiation via the World Wide Web: A Cross-cultural Study of Decision Making," Group Decision and Negotiation, Springer, vol. 8(3), pages 251-279, May.
  18. Han Dorussen & Theodora-Ismene Gizelis, 2013. "Into the lion’s den," Journal of Peace Research, Peace Research Institute Oslo, vol. 50(6), pages 691-706, November.
  19. Rasmusen, E., 1994. "A Model of Negotiation, not Bargainig," Papers 94-007, Indiana - Center for Econometric Model Research.
  20. G.E. Kersten & S.J. Noronha, 1997. "Rational Agents, Contract Curves, and Inefficient Compromises Report," Working Papers ir97050, International Institute for Applied Systems Analysis.
  21. Daisung Jang & Hyeran Choi & Jeffrey Loewenstein, 2021. "Integration Through Redefinition: Revisiting the Role of Negotiators’ Goals," Group Decision and Negotiation, Springer, vol. 30(5), pages 1113-1131, October.
  22. Jos Timmermans, 2008. "Punctuated equilibrium in a non-linear system of action," Computational and Mathematical Organization Theory, Springer, vol. 14(4), pages 350-375, December.
  23. Gregory E. Kersten & Tomasz Wachowicz & Margaret Kersten, 2016. "Competition, Transparency, and Reciprocity: A Comparative Study of Auctions and Negotiations," Group Decision and Negotiation, Springer, vol. 25(4), pages 693-722, July.
  24. Johannes Spinnewijn & Frans Spinnewyn, 2015. "Revising claims and resisting ultimatums in bargaining problems," Review of Economic Design, Springer;Society for Economic Design, vol. 19(2), pages 91-116, June.
  25. Ofir Turel & Yufei Yuan, 2007. "User Acceptance of Web-Based Negotiation Support Systems: The Role of Perceived Intention of the Negotiating Partner to Negotiate Online," Group Decision and Negotiation, Springer, vol. 16(5), pages 451-468, September.
  26. Kihwan Kim & Nicole L. Cundiff & Suk Bong Choi, 2015. "Emotional Intelligence and Negotiation Outcomes: Mediating Effects of Rapport, Negotiation Strategy, and Judgment Accuracy," Group Decision and Negotiation, Springer, vol. 24(3), pages 477-493, May.
  27. Djenane Arraes Moreira & Sylvain Malcorps & Maíra Moraes Vitorino, 2019. "When Journalists and Marketers Negotiate: A Competency-Based Analysis of Negotiation Processes in Brazilian and Belgian Media Organizations," ULB Institutional Repository 2013/295229, ULB -- Universite Libre de Bruxelles.
  28. Rudolf Vetschera & D. Kilgour, 2014. "Fair division of indivisible items between two players: design parameters for Contested Pile methods," Theory and Decision, Springer, vol. 76(4), pages 547-572, April.
  29. Moon, Yongma & Yao, Tao & Park, Sungsoon, 2011. "Price negotiation under uncertainty," International Journal of Production Economics, Elsevier, vol. 134(2), pages 413-423, December.
  30. Sujin Lee & Wendi L. Adair & Seong-Jee Seo, 2013. "Cultural Perspective Taking in Cross-Cultural Negotiation," Group Decision and Negotiation, Springer, vol. 22(3), pages 389-405, May.
  31. Feng, Jiejian & Zhang, Michael, 2017. "Dynamic quotation of leadtime and price for a Make-To-Order system with multiple customer classes and perfect information on customer preferences," European Journal of Operational Research, Elsevier, vol. 258(1), pages 334-342.
  32. Andrea Morone & Serena Sandri & Tobias Uske, 2006. "On the absorbability of the Guessing Game Theory - A Theoretical and Experimental Analysis," Papers on Strategic Interaction 2006-33, Max Planck Institute of Economics, Strategic Interaction Group.
  33. Ogliastri, Enrique & Quintanilla, Carlos & Benetti, Sara, 2023. "International negotiation prototypes: The impact of culture," Journal of Business Research, Elsevier, vol. 159(C).
  34. G.E. Kersten & S.J. Noronha, 1997. "Negotiation Via the World Wide Web: A Cross-Cultural Study of Decision Making," Working Papers ir97052, International Institute for Applied Systems Analysis.
  35. Vetschera, Rudolf, 2009. "Learning about preferences in electronic negotiations - A volume-based measurement method," European Journal of Operational Research, Elsevier, vol. 194(2), pages 452-463, April.
  36. Vignola, Raffaele & McDaniels, Tim L. & Scholz, Roland W., 2012. "Negotiation analysis for mechanisms to deliver ecosystem services: The case of soil conservation in Costa Rica," Ecological Economics, Elsevier, vol. 75(C), pages 22-31.
  37. Johannes S. Timmermans & Giampiero E.G. Beroggi, 2004. "An Experimental Assessment of Coleman's Linear System of Action for Supporting Policy Negotiations," Computational and Mathematical Organization Theory, Springer, vol. 10(3), pages 267-285, November.
  38. Jesus Rios & David Rios Insua, 2009. "Supporting Negotiations over Influence Diagrams," Decision Analysis, INFORMS, vol. 6(3), pages 153-171, September.
  39. Mehmet Bac, 2001. "On Creating and Claiming Value in Negotiations," Group Decision and Negotiation, Springer, vol. 10(3), pages 237-251, May.
  40. Ray R. Hashemi & Louis A. Le Blanc, 2000. "Resource Allocation through Negotiation and Compromise: A Database Approach," Group Decision and Negotiation, Springer, vol. 9(4), pages 325-345, July.
  41. Chang, Dongkyu & Lee, Jong Jae, 2022. "Price skimming: Commitment and delay in bargaining with outside option," Journal of Economic Theory, Elsevier, vol. 205(C).
  42. Heiskanen, Pirja & Ehtamo, Harri & Hamalainen, Raimo P., 2001. "Constraint proposal method for computing Pareto solutions in multi-party negotiations," European Journal of Operational Research, Elsevier, vol. 133(1), pages 44-61, August.
  43. de Groot, Roland B.A. & Hermans, Leon M., 2009. "Broadening the picture: Negotiating payment schemes for water-related environmental services in the Netherlands," Ecological Economics, Elsevier, vol. 68(11), pages 2760-2767, September.
  44. Caputo, Andrea, 2016. "Overcoming judgmental biases in negotiations: A scenario-based survey analysis on third party direct intervention," Journal of Business Research, Elsevier, vol. 69(10), pages 4304-4312.
  45. Yigal Gerchak, 2008. "Decision-Analytic Approach to Knockout Auctions," Decision Analysis, INFORMS, vol. 5(1), pages 19-21, March.
  46. Heiskanen, Pirja, 1999. "Decentralized method for computing Pareto solutions in multiparty negotiations," European Journal of Operational Research, Elsevier, vol. 117(3), pages 578-590, September.
  47. Ayman M. Wasfy & Yasser A. Hosni, 1998. "Two-Party Negotiation Modeling: An Integrated Fuzzy Logic Approach," Group Decision and Negotiation, Springer, vol. 7(6), pages 491-518, November.
  48. Martin Bichler & Gregory Kersten & Stefan Strecker, 2003. "Towards a Structured Design of Electronic Negotiations," Group Decision and Negotiation, Springer, vol. 12(4), pages 311-335, July.
  49. Harri Ehtamo & Raimo P. Hämäläinen & Pirja Heiskanen & Jeffrey Teich & Markku Verkama & Stanley Zionts, 1999. "Generating Pareto Solutions in a Two-Party Setting: Constraint Proposal Methods," Management Science, INFORMS, vol. 45(12), pages 1697-1709, December.
  50. Tshering Chonzom, 2008. "Chinese Preconditions and Tibetan Initiatives," China Report, , vol. 44(2), pages 185-193, May.
  51. James E. Smith & Detlof von Winterfeldt, 2004. "Anniversary Article: Decision Analysis in Management Science," Management Science, INFORMS, vol. 50(5), pages 561-574, May.
  52. Lou, Youcheng & Wang, Shouyang, 2016. "Approximate representation of the Pareto frontier in multiparty negotiations: Decentralized methods and privacy preservation," European Journal of Operational Research, Elsevier, vol. 254(3), pages 968-976.
  53. Raith, Matthias G., 2000. "Fair-negotiation procedures," Mathematical Social Sciences, Elsevier, vol. 39(3), pages 303-322, May.
  54. Emin Karagözoğlu & Kerim Keskin & Elif Özcan-Tok, 2019. "Between anchors and aspirations: a new family of bargaining solutions," Review of Economic Design, Springer;Society for Economic Design, vol. 23(1), pages 53-73, June.
  55. Sander Meijerink, 2008. "Explaining Continuity and Change in International Policies: Issue Linkage, Venue Change, and Learning on Policies for the River Scheldt Estuary 1967–2005," Environment and Planning A, , vol. 40(4), pages 848-866, April.
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