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Social Value Orientations and Strategy Choices in Competitive Negotiations
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What this work says
Outgoing claims: the papers this work cites, builds on, or argues with.
inferredcites →https://doi.org/10.1002/(sici)1099-0992(199603)26:2<299::aid-ejsp756>3.0.co;2-hopenalex-snapshot
Social value orientations and negotiator outcomes
inferredcites →https://doi.org/10.1002/(sici)1099-0992(199707)27:4<373::aid-ejsp836>3.0.co;2-9openalex-snapshot
Expanding the analysis of social orientations by reference to the sequential–temporal structure of situations
inferredcites →https://doi.org/10.1002/bs.3830180306openalex-snapshot
Mathematical models of two-party negotiations
inferredcites →https://doi.org/10.1002/bs.3830330106openalex-snapshot
Evolution, systems of interdependence, and social values
inferredcites →https://doi.org/10.1002/ejsp.2420240504openalex-snapshot
Effects of social value orientation on expecting and learning others' orientations
inferredcites →https://doi.org/10.1002/ejsp.2420250503openalex-snapshot
Perceived consensus of one's social value orientation in different populations in public and private circumstances
inferredcites →https://doi.org/10.1002/per.2410030306openalex-snapshot
On perceiving morality and potency: Social values and the effects of person perception in a give‐some dilemma
inferredcites →https://doi.org/10.1007/978-1-4419-9994-8_11openalex-snapshot
Interdependence and Psychological Orientation
inferredcites →https://doi.org/10.1007/978-1-4899-2115-4openalex-snapshot
The Social Psychology of Procedural Justice
inferredcites →https://doi.org/10.1007/bf01884770openalex-snapshot
The effect of relationship orientation on negotiators' cognitions and tactics
inferredcites →https://doi.org/10.1007/bf02726005openalex-snapshot
Analyzing Interpersonal Communications in Industrial Marketing Negotiations
inferredcites →https://doi.org/10.1016/0022-1031(68)90046-2openalex-snapshot
Motivational bases of choice in experimental games
inferredcites →https://doi.org/10.1016/0022-1031(70)90051-xopenalex-snapshot
Errors in perception of intentions in a mixed-motive game
inferredcites →https://doi.org/10.1016/0022-1031(78)90044-6openalex-snapshot
The effects of mutual concern on joint welfare
inferredcites →https://doi.org/10.1016/0022-1031(86)90024-7openalex-snapshot
Might over morality: Social values and the perception of other players in experimental games
inferredcites →https://doi.org/10.1016/0022-2496(85)90003-3openalex-snapshot
Statistical analysis of binary relational data: Parameter estimation
inferredcites →https://doi.org/10.1016/0030-5073(77)90045-9openalex-snapshot
Effects of visual access and orientation on the discovery of integrative bargaining alternatives
inferredcites →https://doi.org/10.1016/0147-1767(96)83678-9openalex-snapshot
Individualism and collectivism
inferredcites →https://doi.org/10.1016/0169-2070(88)90126-4openalex-snapshot
Journal of personality and social psychology
inferredcites →https://doi.org/10.1016/0271-5309(85)90024-2openalex-snapshot
Conversational routines: A Markov chain analysis
inferredcites →https://doi.org/10.1016/b978-0-12-210820-4.50007-1openalex-snapshot
Interdependence and Psychological Orientation
inferredcites →https://doi.org/10.1016/b978-0-12-210820-4.50010-1openalex-snapshot
Preferences and Cognitive Processes in Interdependence Situations: A Theoretical Analysis of Cooperation
inferredcites →https://doi.org/10.1016/c2009-0-03146-8openalex-snapshot
The Social Psychology of Bargaining and Negotiation
inferredcites →https://doi.org/10.1037//0022-3514.45.4.829openalex-snapshot
The accuracy of social value prediction: Actor and observer influences.
inferredcites →https://doi.org/10.1037/0021-9010.75.2.117openalex-snapshot
Dimensions of conflict frame: Disputant interpretations of conflict.
inferredcites →https://doi.org/10.1037/0022-3514.31.4.621openalex-snapshot
Development of integrative solutions in bilateral negotiation.
inferredcites →https://doi.org/10.1037/0022-3514.34.1.69openalex-snapshot
Expectations of choice behavior held by cooperators, competitors, and individualists across four classes of experimental games.
inferredcites →https://doi.org/10.1037/0022-3514.55.3.396openalex-snapshot
Role of interdependence structure, individual value orientation, and another's strategy in social decision making: A transformational analysis.
inferredcites →https://doi.org/10.1037/0022-3514.60.5.756openalex-snapshot
Might versus morality explored: Motivational and cognitive bases for social motives.
inferredcites →https://doi.org/10.1037/0022-3514.67.1.126openalex-snapshot
Social value orientations and impressions of partner's honesty and intelligence: A test of the might versus morality effect.
inferredcites →https://doi.org/10.1037/0022-3514.70.6.1205openalex-snapshot
Knowledge matters: The effect of tactical descriptions on negotiation behavior and outcome.
inferredcites →https://doi.org/10.1037/0033-2909.103.3.379openalex-snapshot
A general framework for the statistical analysis of sequential dyadic interaction data.
inferredcites →https://doi.org/10.1037/0033-2909.108.3.515openalex-snapshot
Negotiation behavior and outcomes: Empirical evidence and theoretical issues.
inferredcites →https://doi.org/10.1037/0033-295x.99.4.689openalex-snapshot
The four elementary forms of sociality: Framework for a unified theory of social relations.
inferredcites →https://doi.org/10.1037/h0029849openalex-snapshot
Social interaction basis of cooperators' and competitors' beliefs about others.
inferredcites →https://doi.org/10.1037/h0077081openalex-snapshot
The role of situational restrictiveness on self-fulfilling prophecies: A theoretical and empirical extension of Kelley and Stahelski's triangle hypothesis.
inferredcites →https://doi.org/10.1080/00401706.1991.10484817openalex-snapshot
Categorical Data Analysis
inferredcites →https://doi.org/10.1080/03637757309375798openalex-snapshot
A Markov analysis of interview communication
inferredcites →https://doi.org/10.1080/23808985.1990.11678764openalex-snapshot
Interaction Goals in Negotiation
inferredcites →https://doi.org/10.1111/j.1468-2958.1983.tb00701.xopenalex-snapshot
AN ANALYSIS OF VERBAL COMMUNICATION PATTERNS IN HIGH AND LOW MARITAL ADJUSTMENT GROUPS
inferredcites →https://doi.org/10.1111/j.1468-2958.1984.tb00025.xopenalex-snapshot
CODING NATURALISTIC NEGOTIATION INTERACTION
inferredcites →https://doi.org/10.1111/j.1468-2958.2000.tb00768.xopenalex-snapshot
Understanding optimal outcomes.
inferredcites →https://doi.org/10.1111/j.2044-8309.1983.tb00582.xopenalex-snapshot
A sequential analysis of informal dyadic conversation using Markov chains
inferredcites →https://doi.org/10.1111/j.2044-8317.1986.tb00844.xopenalex-snapshot
Statistical analysis of discrete relational data
inferredcites →https://doi.org/10.1146/annurev.ps.43.020192.002531openalex-snapshot
Negotiation And Mediation
inferredcites →https://doi.org/10.1177/002200277802200302openalex-snapshot
Cooperators and Competitors in Conflict: A Test of The “Triangle Model”
inferredcites →https://doi.org/10.1177/0022002786030004003openalex-snapshot
Time Pressure and the Development of Integrative Agreements in Bilateral Negotiations
inferredcites →https://doi.org/10.1177/01461672952111006openalex-snapshot
The Impact of Social Value Orientations on Negotiator Cognition and Behavior
inferredcites →https://doi.org/10.2307/1164658openalex-snapshot
Observing Interaction: An Introduction to Sequential Analysis
inferredcites →https://doi.org/10.2307/1267767openalex-snapshot
The Analysis of Cross-Classified Categorical Data
inferredcites →https://doi.org/10.2307/2063625openalex-snapshot
Discrete Multivariate Analysis: Theory and Practice.
inferredcites →https://doi.org/10.2307/2229740openalex-snapshot
A Behavioral Theory of Labor Negotiations.
inferredcites →https://doi.org/10.2307/2521088openalex-snapshot
A Behavioral Theory of Labor Negotiations.
inferredcites →https://doi.org/10.2307/2522363openalex-snapshot
The Social Psychology of Bargaining and Negotiation.
inferredcites →https://doi.org/10.2307/256777openalex-snapshot
CONFLICT FRAMES OF REFERENCE: IMPLICATIONS FOR DISPUTE PROCESSES AND OUTCOMES.
inferredcites →https://doi.org/10.4135/9781483325880.n7openalex-snapshot
Framing, Reframing, and Issue Development
inferredcites →https://doi.org/10.4135/9781483345369.n12openalex-snapshot
Social Context in Tacit Bargaining Games: Consequences for Perceptions of Affinity and Cooperative Behavior
inferredcites →https://doi.org/10.4324/9780203991718-8openalex-snapshot
Individualism and Collectivism
What points at this work
Incoming claims: where this work appears in other papers’ reference lists and arguments.
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Investigation of Information Search in Buyer-Supplier Negotiations
inferred← citeshttps://doi.org/10.2139/ssrn.1741723openalex-extracted
Starting from Scratch: A Multi-Stage Analysis of Remote E-Negotiations
inferred← citeshttps://doi.org/10.2139/ssrn.2084853openalex-extracted
The Triple-Interact as a Building Block of Negotiation
inferred← citeshttps://doi.org/10.2139/ssrn.2551706openalex-extracted
Personal Values and Negotiation Outcomes: Understanding Ourselves and Others
inferred← citeshttps://doi.org/10.2139/ssrn.305154openalex-extracted
Thinking Deep and Feeling Good: Cognitive Motivation and Positive Affect in Negotiations
inferred← citeshttps://doi.org/10.2139/ssrn.305202openalex-extracted
Negotiating in Different Cultures: are Western Personality Dimensions Relevant in Chinese Culture?
inferred← citeshttps://doi.org/10.2139/ssrn.398140openalex-extracted
Think Globally, Act Locally: Towards an Adaptive Model of Dyadic Negotiations in Organizations
inferred← citeshttps://doi.org/10.2139/ssrn.573565openalex-extracted
Attraction, Identification and Motivation in Small Group Negotiations
inferred← citeshttps://doi.org/10.2139/ssrn.609289openalex-extracted
Testing the Relationship between Local Cue-Response Patterns and Global Dimensions of Communication Behavior
inferred← citeshttps://doi.org/10.2139/ssrn.610707openalex-extracted
Heterogeneous Social Motives in Negotiating Groups: The Moderating Effects of Decision Rule and Interest Position
inferred← citeshttps://doi.org/10.2139/ssrn.728437openalex-extracted
Strategic Demurral in Integrative Negotiations: The Mediating Role of Contentious Behaviors and Anger
inferred← citeshttps://doi.org/10.1007/978-3-030-80256-1_8openalex-snapshot
A Note on Intention to Settle
inferred← citeshttps://doi.org/10.1007/978-3-319-92874-6_6openalex-snapshot
Impact of Negotiators’ Predispositions on Their Efforts and Outcomes in Bilateral Online Negotiations
inferred← citeshttps://doi.org/10.1007/978-3-540-77903-2_32openalex-snapshot
The Influence of Social Values in Cooperation
inferred← citeshttps://doi.org/10.1007/978-3-658-23095-1_2openalex-snapshot
The Effects of Personalised Negotiation Training on Learning and Performance in Electronic Negotiations
inferred← citeshttps://doi.org/10.1007/s10726-005-3874-7openalex-snapshot
Getting the Floor: Motive-Consistent Strategy and Individual Outcomes in Multi-Party Negotiations
inferred← citeshttps://doi.org/10.1007/s10726-013-9360-8openalex-snapshot
“I am Disgusted by Your Proposal”: The Effects of a Strategic Flinch in Negotiations
inferred← citeshttps://doi.org/10.1007/s10726-016-9481-yopenalex-snapshot
The Effects of Personalised Negotiation Training on Learning and Performance in Electronic Negotiations
inferred← citeshttps://doi.org/10.1007/s10726-018-9558-xopenalex-snapshot
A Satisfied Mind: Motivational Orientation, Feedback and the Subjective Value of Negotiation Outcomes
inferred← citeshttps://doi.org/10.1007/s10726-020-09669-zopenalex-snapshot
The Best of Both Worlds? Negotiations Between Cooperators and Individualists Provide High Economic and Relational Outcomes
inferred← citeshttps://doi.org/10.1016/j.indmarman.2022.09.025openalex-snapshot
Managing buyer-supplier conflict when one party dominates: A process study
inferred← citeshttps://doi.org/10.1016/j.jesp.2010.03.013openalex-snapshot
Longer-term consequences of anger expression in negotiation: Retaliation or spillover?
inferred← citeshttps://doi.org/10.1016/j.jesp.2010.09.010openalex-snapshot
Can individualists and cooperators play together? The effect of mixed social motives in negotiations
inferred← citeshttps://doi.org/10.1016/j.obhdp.2012.02.001openalex-snapshot
Extremely difficult negotiator goals: Do they follow the predictions of goal-setting theory?
inferred← citeshttps://doi.org/10.1016/j.obhdp.2019.11.006openalex-snapshot
When negotiators with honest reputations are less (and more) likely to be deceived
inferred← citeshttps://doi.org/10.1016/j.obhdp.2020.01.001openalex-snapshot
The “fixed” pie perception and strategy in dyadic versus multiparty negotiations
inferred← citeshttps://doi.org/10.1016/j.rasd.2014.08.016openalex-snapshot
Social and non-social deficits in children with high-functioning autism and their cooperative behaviors
inferred← citeshttps://doi.org/10.1016/s0022-1031(02)00514-0openalex-snapshot
The importance of who you meet: Effects of self- versus other-concerns among negotiators in the United States, the People’s Republic of China, and Japan
inferred← citeshttps://doi.org/10.1016/s0022-1031(02)00520-6openalex-snapshot
Testing the relationships among negotiators’ motivational orientations, strategy choices, and outcomes
inferred← citeshttps://doi.org/10.1016/s0749-5978(02)00005-5openalex-snapshot
Tough guys finish last: the perils of a distributive reputation
inferred← citeshttps://doi.org/10.1017/s0816512200028625openalex-snapshot
The pattern of dialogue in compliance seeking situations when conflict is possible:A preliminary study involving adolescents and adults
inferred← citeshttps://doi.org/10.1037/0022-3514.89.3.358openalex-snapshot
Conflict's consequences: Effects of social motives on postnegotiation creative and convergent group functioning and performance.
inferred← citeshttps://doi.org/10.1037/0022-3514.93.6.994openalex-snapshot
Conflicting social motives in negotiating groups.
inferred← citeshttps://doi.org/10.1037/a0012633openalex-snapshot
Power reduces the press of the situation: Implications for creativity, conformity, and dissonance.
inferred← citeshttps://doi.org/10.1037/a0038783openalex-snapshot
Weep and get more: When and why sadness expression is effective in negotiations.
inferred← citeshttps://doi.org/10.1037/apl0000132openalex-snapshot
Personality similarity in negotiations: Testing the dyadic effects of similarity in interpersonal traits and the use of emotional displays on negotiation outcomes.
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Understanding the Effects of Trust and Conflict Event Criticality on Conflict Resolution Behavior in Construction Projects: Mediating Role of Social Motives
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Group Communication During Resource Dilemmas: 3. Effects of Social Value Orientation
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Multiparty Negotiation Support: The Role of Visualization’s Influence on the Development of Shared Mental Models
inferred← citeshttps://doi.org/10.1093/oxfordhb/9780199730858.013.0005openalex-snapshot
Deception in Negotiations
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Finding Agreement: fMRI hyperscanning reveals dyads that explore in mental state space facilitate opinion alignment
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Examining social responsibility orientation gaps between society and industry executives
inferred← citeshttps://doi.org/10.1108/10444060810856076openalex-snapshot
What about negotiator styles?
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Testing relationships between personality, conflict styles and effectiveness
inferred← citeshttps://doi.org/10.1108/eb022831openalex-snapshot
NEGOTIATION PROCESSES AND OUTCOMES IN PROSOCIALLY AND EGOISTICALLY MOTIVATED GROUPS
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WHAT GOES AROUND COMES AROUND: THE IMPACT OF PERSONAL CONFLICT STYLE ON WORK CONFLICT AND STRESS
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KNOWING ME, KNOWING YOU: OWN ORIENTATION AND INFORMATION ABOUT THE OPPONENT'S ORIENTATION IN NEGOTIATION
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SOCIAL MOTIVES IN NEGOTIATION: THE RELATIONSHIPS BETWEEN DYAD COMPOSITION, NEGOTIATION PROCESSES AND OUTCOMES
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THE SMART NEGOTIATOR: COGNITIVE ABILITY AND EMOTIONAL INTELLIGENCE IN NEGOTIATION
inferred← citeshttps://doi.org/10.1108/ijcma-06-2025-0198openalex-snapshot
Negotiating at a distance: the impact of communication media and negotiator traits
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Navigating the innovation dilemma: the paradox of leader’s self-confidence in conflict management
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When information about one’s counterpart matters
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Group budget‐based bonus scheme and group cooperation: The role of social value orientation, goal alignment, and group identity
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Understanding optimal outcomes.
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Constraining a Principal’s Choice: Outcome versus Behavior Contingent Agency Contracts in Representative Negotiations
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The Reputational Advantages of Demonstrating Trustworthiness: Using the Reputation Index with Law Students
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Emergent Negotiations: Stability and Shifts in Negotiation Dynamics
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The Emotion Deception Model: A Review of Deception in Negotiation and the Role of Emotion in Deception
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Concession triggering factors exploration
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Power, Propensity to Negotiate, and Moving First in Competitive Interactions
inferred← citeshttps://doi.org/10.1177/0146167206294788openalex-snapshot
Shared Cognition as a Product of, and Precursor to, Shared Identity in Negotiations
inferred← citeshttps://doi.org/10.1177/0146167208318402openalex-snapshot
What Other's Disappointment May Do to Selfish People: Emotion and Social Value Orientation in a Negotiation Context
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Bargaining Behind the Scenes
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The Language of Coalition Formation in Online Multiparty Negotiations
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Negotiation as Social Interaction
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The Too-Much-Talent Effect: Team Interdependence Determines When More Talent Is Too Much or Not Enough
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Human nature and the marketing concept
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Emergent Negotiations: Stability and Shifts in Process Dynamics
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The path to cooperative action during group social dilemmas: A literature review, set of propositions, and model describing how the opportunity to communicate encourages cooperation
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Testing the relationship between local cue–response patterns and the global structure of communication behaviour
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Identity formation in multiparty negotiations
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Self-Fulfilling Prophecies as a Link between Men’s Facial Width-to-Height Ratio and Behavior
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Emoções, inteligência e negociação: um estudo empírico sobre a percepção dos gerentes portugueses
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Gender and Organizational Conflict Management: The Mediating Role of Personality
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Emotional reactions of peers influence decisions about fairness in adolescence
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Le cas de la Convention sur l'avenir de l'Europe : nouvelle méthode de négociation ou simple « déjà vu » ?
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The Dynamics of Personal and Social Identity Formation
inferred← citeshttps://doi.org/10.4337/9781781005903.00011openalex-snapshot
Motivated cognition in negotiation
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Talking it through: communication sequences in negotiation
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The settlement process to inter-business conflicts which customer representative recognizes:
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