Understanding propensity to initiate negotiations
Author:
Publisher
Emerald
Subject
Management of Technology and Innovation,Strategy and Management,Communication
Reference75 articles.
1. Negotiation behavior when cultures collide: The United States and Japan.
2. The timing and function of offers in U.S. and Japanese negotiations.
3. The prediction of behavioral intentions in a choice situation
4. Attitudes and normative beliefs as factors influencing behavioral intentions.
5. Negotiators who give too much: Unmitigated communion, relational anxieties, and economic costs in distributive and integrative bargaining.
Cited by 23 articles. 订阅此论文施引文献 订阅此论文施引文献，注册后可以免费订阅5篇论文的施引文献，订阅后可以查看论文全部施引文献
1. Confidence and Outcome Expectations in Bilateral Negotiations–A Dynamic Model;Group Decision and Negotiation;2024-05-01
2. But what if I lose the offer? Negotiators’ inflated perception of their likelihood of jeopardizing a deal;Organizational Behavior and Human Decision Processes;2024-03
3. Design thinking and public sector innovation: The divergent effects of risk-taking, cognitive empathy and emotional empathy on individual performance;Research Policy;2023-07
4. Getting to the bargaining table: The role of explicit motives and traits in negotiation initiation;Personality and Individual Differences;2023-04
5. Asians don't ask? Relational concerns, negotiation propensity, and starting salaries.;Journal of Applied Psychology;2023-02
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