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

Author:

De Dreu Carsten K.W,Boles Terry L

Publisher

Elsevier BV

Subject

Organizational Behavior and Human Resource Management,Applied Psychology

Reference51 articles.

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2. Accountability to constituents: A two-edged sword;Ben-Yoav;Organizational Behavior and Human Performance,1984

3. The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation;Carnevale;Organizational Behavior and Human Decision Processes,1986

4. Time pressure and the development of integrative agreements in bilateral negotiation;Carnevale;Journal of Conflict Resolution,1986

5. Carnevale, P. J. Probst, T. 1996, Motivational orientation and cognitive bias in negotiation, August 9–13

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