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Do I Need to Be a Tough Negotiator All the Time?: Relationship between Negotiators and the Concession Timing Effect

https://doi.org/10.2139/ssrn.324264
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The Bittersweet Feeling of Success: An Examination of Social Perception in Negotiation
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The Role of Negotiator Aspirations and Settlement Expectancies in Bargaining Outcomes
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Alternative Models of Price Behavior in Dyadic Negotiations: Market Prices, Reservation Prices, and Negotiator Aspirations
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The Economic Institutions of Capitalism. Firms, Markets, Relational Contracting
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inferredcites →https://doi.org/10.1016/0022-1031(69)90039-0openalex-snapshot
Comparison of married and Ad Hoc mixed-sex dyads negotiating the division of a reward
inferredcites →https://doi.org/10.1016/0749-5978(86)90041-5openalex-snapshot
The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation
inferredcites →https://doi.org/10.1016/s0749-5978(02)00005-5openalex-snapshot
Tough guys finish last: the perils of a distributive reputation
inferredcites →https://doi.org/10.1037/0021-9010.78.3.504openalex-snapshot
The impact of consideration of issues and motivational orientation on group negotiation process and outcome.
inferredcites →https://doi.org/10.1037/0021-9010.89.2.263openalex-snapshot
Unilateral Concessions From the Other Party: Concession Behavior, Attributions, and Negotiation Judgments.
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/10.1037/0022-3514.51.1.110openalex-snapshot
The provision of a sanctioning system as a public good.
inferredcites →https://doi.org/10.1037/0022-3514.73.4.733openalex-snapshot
Development of prosocial, individualistic, and competitive orientations: Theory and preliminary evidence.
inferredcites →https://doi.org/10.1037/0022-3514.78.5.889openalex-snapshot
Influence of social motives on integrative negotiation: A meta-analytic review and test of two theories.
inferredcites →https://doi.org/10.1037/h0029849openalex-snapshot
Social interaction basis of cooperators' and competitors' beliefs about others.
inferredcites →https://doi.org/10.1037/h0032317openalex-snapshot
Effect of feeling good on helping: Cookies and kindness.
inferredcites →https://doi.org/10.1037/h0046141openalex-snapshot
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inferredcites →https://doi.org/10.1037/t09979-000openalex-snapshot
Instrument to Measure Social Value Orientation
inferredcites →https://doi.org/10.1086/261408openalex-snapshot
Price and Advertising Signals of Product Quality
inferredcites →https://doi.org/10.1111/j.1540-4560.1969.tb02576.xopenalex-snapshot
Conflicts: Productive and Destructive*
inferredcites →https://doi.org/10.1177/001872674900200204openalex-snapshot
A Theory of Co-operation and Competition
inferredcites →https://doi.org/10.1177/001872679604901203openalex-snapshot
The Effect of Friendship on Decisions: Field Studies of Real Estate Transactions
inferredcites →https://doi.org/10.1177/002188637701300211openalex-snapshot
Cruelty and Kindness: A New Look at Aggression and Altruism
inferredcites →https://doi.org/10.1177/0022002794038004003openalex-snapshot
The Effect of Friendship on Personal Business Transactions
inferredcites →https://doi.org/10.1177/0022002797041006006openalex-snapshot
Elements of a Script for Friendship in Transactions
inferredcites →https://doi.org/10.1207/s15324834basp0401_1openalex-snapshot
Negotiation Process and out come of Stranger Dyads and Dating Couples: Do Lovers Lose?
inferredcites →https://doi.org/10.2307/2393904openalex-snapshot
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inferredcites →https://doi.org/10.4135/9781483345369.n1openalex-snapshot
Social Context in Negotiation: An Information-Processing Perspective
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THE EFFECT OF FRIENDSHIP ON BARGAINING: EXPERIMENTAL STUDIES OF PERSONAL BUSINESS TRANSACTIONS.
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