References

R

This is a place holder for as long as the paper is under review. We will publish an extensive reference list here once the paper is published.

List of references (sample)

Amanatullah, E. T., Morris, M. W., & Curhan, J. R. (2008). Negotiators who give too much: Unmitigated communion, relational anxieties, and economic costs in distributive and integrative bargaining. Journal of Personality and Social Psychology, 95(3), 723-738. https://doi.org/10.1037/a0012612

Ames, D. R., & Mason, M. F. (2015). Tandem anchoring: Informational and politeness effects of range offers in social exchange. Journal of Personality and Social Psychology, 108(2), 254–274. https://doi.org/10.1037/pspi0000016

Anderson, C., & Thompson, L. (2004). Affect from the top down: How powerful individuals’ positive affect shapes negotiations. Organizational Behavior and Human Decision Processes, 95(2), 125-139. https://doi.org/10.1016/j.obhdp.2004.05.002

Argo, N., & Ginges, J. (2015). Beyond impasse: Addressing sacred values in international political negotiations. In M. Galluccio (Ed.), Handbook of International Negotiation (pp. 311-327). Springer International Publishing.

Arunachalam, V., Dilla, W., Shelley, M., & Chan, C. (1998). Market alternatives, third party intervention, and third party informedness in negotiation. GROUP DECISION AND NEGOTIATION, 7(2), 81–107.

Ashenfelter, O., & Currie, J. (1990). Negotiator behavior and the occurrence of dispute. The American Economic Review, 80(2), 416-420.

Ashenfelter, O., Currie, J., Farber, H., & Spiegel, M. (1992). An experimental comparison of dispute rates in alternative arbitration systems. Econometrica: Journal of the Econometric Society, 1407–1433.

Atran, S., & Axelrod, R. (2008). Reframing sacred values. Negotiation Journal, 24(3), 221–246. https://doi.org/10.1111/j.1571-9979.2008.00182.x

Atran, S., Axelrod, R., & Davis, R. (2007). Sacred barriers to conflict resolution. Science, 317(5841), 1039-1040. https://doi.org/10.1126/science.1144241

Babcock, L., & Loewenstein, G. (1997). Explaining bargaining impasse: The role of self-serving biases. Journal of Economic Perspectives, 11(1), 109–126.

Babcock, L., Loewenstein, G., Issacharoff, S., & Camerer, C. (1995). Biased judgments of fairness in bargaining. The American Economic Review, 85(5), 1337–1343.

Babcock, L., & Pogarsky, G. (1999). Damage caps and settlement: A behavioral approach. The Journal of Legal Studies, 28(2), 341-370. https://doi.org/10.1086/468054

Babcock, L., Wang, X., & Loewenstein, G. (1996). Choosing the wrong pond: Social comparisons in negotiations that reflect a self-serving bias. The Quarterly Journal of Economics, 1–20.

Babcock, L. C., & Olson, C. A. (1992). The causes of impasses in labor disputes. Industrial Relations A Journal of Economy and Society, 31(2), 348–360.

Bac, M. (2001). On creating and claiming value in negotiations. GROUP DECISION AND NEGOTIATION, 10(3), 237-251. https://doi.org/10.1023/A:1011210015279

Backus, M., Blake, T., Larsen, B., & Tadelis, S. (2019). Sequential bargaining in the field: Evidence from millions of online bargaining interactions. Quarterly Journal of Economics, 57.

Bazerman, M. H., & Gillespie, J. J. (1999). Betting on the future: The virtues of contingent contracts. Harvard Business Review, 1–7.

Bazerman, M. H., Neale, M. A., Valley, K. L., Zajac, E. J., & Kim, Y. M. (1992). The effect of agents and mediators on negotiation outcomes. Organizational Behavior and Human Decision Processes, 53(1), 55-73. https://doi.org/Doi 10.1016/0749-5978(92)90054-B

Beersma, B., & De Dreu, C. K. W. (1999). Negotiation processes and outcomes in prosocially and egoistically motivated groups. The International Journal of Conflict Management, 10(4), 385–402.

Beersma, B., & De Dreu, C. K. W. (2005). Conflict’s consequences: Effects of social motives on postnegotiation creative and convergent group functioning and performance. Journal of Personality and Social Psychology, 89(3), 358-374. https://doi.org/10.1037/0022-3514.89.3.358

Ben-Yoav, O., & Pruitt, D. G. (1984). Resistance to yielding and the expectation of cooperative future interaction in negotiation. Journal of Experimental Social Psychology, 20(4), 323-335. https://doi.org/10.1016/0022-1031(84)90029-5

Bendersky, C. (2014). Resolving ideological conflicts by affirming opponents’ status: The Tea Party, Obamacare and the 2013 government shutdown. Journal of Experimental Social Psychology, 53, 163-168. https://doi.org/10.1016/j.jesp.2014.03.011

Bigoness, W. J. (1976). The impact of initial bargaining position and alternative modes of third party intervention in resolving bargaining impasses. Organizational Behavior and Human Performance, 17(1), 185-198. https://doi.org/10.1016/0030-5073(76)90061-1

Blount White, S., & Neale, M. A. (1994). The role of negotiator aspirations and settlement expectancies in bargaining outcomes. Organizational Behavior and Human Decision Processes, 57, 303-317.

Böhm, R., Rothermund, K., & Kirchkamp, O. (2013). Social categorization and group-motivated interindividual-intergroup discontinuity. European Journal of Social Psychology, 43(1), 40-49. https://doi.org/10.1002/ejsp.1923

Bottom, W. P. (1998). Negotiator risk: Sources of uncertainty and the impact of reference points on negotiated agreements. Organizational Behavior and Human Decision Processes, 76(2), 89 – 112. https://doi.org/https://doi.org/10.1006/obhd.1998.2800

Bottom, W. P., & Studt, A. (1993). Framing effects and the distributive aspect of integrative bargaining. Organizational Behavior and Human Decision Processes, 56(3), 459-474. https://doi.org/10.1006/obhd.1993.1064

Bowles, H. R., Babcock, L., & McGinn, K. L. (2005). Constraints and triggers: Situational mechanics of gender in negotiation. Journal of Personality and Social Psychology, 89(6), 951-965. https://doi.org/10.1037/0022-3514.89.6.951

Brams, S. J., & Doherty, A. E. (1993). Intransigence in Negotiations: The dynamics of disagreement. The Journal of Conflict Resolution, 37(4), 692–708.

Brett, J., Shapiro, D., & Lytle, A. (1998). Breaking the bonds of reciprocity in negotiations. Academy of Management Journal, 41(4), 410–424.

Brett, J. F., Pinkley, R. L., & Jackofsky, E. F. (1996). Alternatives to having a BATNA in dyadic negotiation: The influence of goals, self-efficacy, and alternatives on negotiated outcomes. International Journal of Conflict Management, 7(2), 121-138. https://doi.org/10.1108/eb022778

Brett, J. M., & Okumura, T. (2006). Cartoon. D. R. R. Center.

Bruch, H., & Ghoshal, S. (2004). A bias for action: How effective managers harness their willpower, achieve results, and stop wasting time. Harvard Business Review.

Brunsden, J., Parker, G., Foster, P., & Beesley, A. (2020, 23.12.2020). Johnson and von der Leyen intensify ‘hotline’ talks in Brexit deal push. Financial Times.

Buelens, M., Van De Woestyne, M., Mestdagh, S., & Bouckenooghe, D. (2008). Methodological issues in negotiation research: A state-of-the-art-review. GROUP DECISION AND NEGOTIATION, 17(4), 321-345. https://doi.org/10.1007/s10726-007-9097-3

Burgess, P. L., & Marburger, D. R. (1993). Do negotiated and arbitrated salaries differ under final-offer arbitration? Industrial and Labor Relations Review, 46(3), 548-559.

Butler, R. J., & Ehrenberg, R. G. (1981). Estimating the narcotic effect of public sector impasse procedures. ILR Review, 35(1), 3-20.

Carnevale, P. J. D., & Lawler, E. J. (1986). Time pressure and the development of integrative agreements in bilateral negotiations. Journal of Conflict Resolution, 30(4), 636-659.

Chandra, A. G., S
Sallee, J M. (2017). Who loses when prices are negotiated? An analysis of the new car market. The Journal of Industrial Economics, 65(2), 235-274.
Chelius, J. R., & Extejt, M. M. (1985). The narcotic effect of impasse-resolution procedures. 11.

Chetwynd, J. (2009). Play ball? An analysis of final-offer arbitration, its use in major league baseball and its potential applicability to european football wage and transfer disputes. Marquette Sports Law Review, 20(1), 109-146.

Chown, D. W., & Barr, S. H. (1981). Risk aversion and final offer arbitration in the public sector. 315–318.

Cohen, M., Dahan, S., & Rule, C. (2020). Conflict analytics: When data science meets dispute resolution. Management Business Review.

Cohen, T. R., Leonardelli, G. J., & Thompson, L. L. (2014). Avoiding the agreement trap: Teams facilitate impasse in negotiations with negative bargaining zones. Negotiation and Conflict Management Research, 7(4), 232-242.

Coleman, J. S. (1990). Foundations of social theory. Harvard University Press.

Conlon, D. E., & Shelton Hunt, C. (2002). Dealing with feeling: The influence of outcome representations on negotiation. International Journal of Conflict Management, 13(1), 38-58. https://doi.org/10.1108/eb022866

Cotter, M. J., & Henley, J. A. (2017). Gender contrasts in negotiation impasse rates. Management, 12(1), 3-25. https://doi.org/10.26493/1854-4231.12.3-25

Crawford, V. P. (1982). A theory of disagreement in bargaining. Econometrica: Journal of the Econometric Society, 1–32.

Dannals, J. E., Zlatev, J. J., Halevy, N., & Neale, M. (2020). The dynamics of gender and alternatives in negotiation. Journal of Applied Psychology, 55.

de Dreu, C. K. W., Koole, S. L., & Steinel, W. (2000). Unfixing the fixed pie: A motivated information-processing approach to integrative negotiation. Journal of Personality and Social Psychology, 79(6), 975-987. https://doi.org/10.1037//0022-3514.79.6.975

De Dreu, C. K. W., Weingart, L. R., & Kwon, S. (2000). Influence of social motives on integrative negotiation: A meta-analytic review and test of two theories. Journal of Personality and Social Psychology, 78(5), 889-905. https://doi.org/10.1037/0022-3514.78.5.889

Dezső, L., Loewenstein, G., Steinhart, J., Neszveda, G., & Szászi, B. (2015). The pernicious role of asymmetric history in negotiations. Journal of Economic Behavior & Organization, 116, 430-438. https://doi.org/10.1016/j.jebo.2015.05.016

Dickinson, D. L. (2004). A comparison of conventional, final-offer, and “combined” arbitration for dispute resolution. Industrial and Labor Relations Review, 57(2), 288-301.

Dickinson, D. L. (2005). Bargaining outcomes with double-offer arbitration. 1–28.

DiMaggio, P. J., & Powell, W. W. (1983). The iron cage revisited: Institutional isomorphism and collective rationality in organizational fields. American Sociological Review, 48(2), 147-160. https://doi.org/10.2307/2095101

Druckman, D., Druckman, J., & Arai, T. (2004). e-mediation: Evaluating the impacts of an electronic mediator on negotiating behavior. GROUP DECISION AND NEGOTIATION, 13(6), 481-511. https://doi.org/10.1007/s10726-005-2125-2

Druckman, D., Mitterhofer, R., Filzmoser, M., & Koeszegi, S. T. (2014). Resolving impasses in e-Negotiation: Does e-mediation work? GROUP DECISION AND NEGOTIATION, 23(2), 193-210. https://doi.org/10.1007/s10726-013-9356-4

Elfenbein, H. A. (2015). Individual differences in negotiation: A nearly abandoned pursuit revived. Current Directions in Psychological Science, 24(2), 131-136. https://doi.org/10.1177/0963721414558114

Elfenbein, H. A., Eisenkraft, N., Curhan, J. R., & DiLalla, L. F. (2018). On the relative importance of individual-level characteristics and dyadic Iiteraction effects in negotiations: Variance partitioning evidence from a twins study. Journal of Applied Psychology, 103(1), 88-96. https://doi.org/10.1037/apl0000255

Ellingsen, T., & Miettinen, T. (2008). Commitment and conflict in bilateral bargaining. American Economic Review, 98(4), 1629-1635. https://doi.org/10.1257/aer.98.4.1629

Es, R. v., French, W., & Stellmaszek, F. (2004). Resolving conflicts over ethical issues: Face-to-face versus internet negotiations. Journal of Business Ethics, 53(1/2), 165-172. https://doi.org/10.1023/B:BUSI.0000039406.58170.67

Extejt, M. M. (1981). An analysis of negotiator preference for impasse resolution procedure: Theory and evidence. 1–6.

Extejt, M. M., & Chelius, J. R. (1985). The behavioral impact of impasse resolution procedures. Review of Public Personnel Administration, 5(2), 37-48. https://doi.org/10.1177/0734371X8500500204

Farber, H., & Katz, H. C. (1979). Interest arbitration, outcomes, and the incentive to bargain. Industrial and Labor Relations Review, 33(1), 55–63.

Farber, H. S., & Bazerman, M. H. (1989). Divergent expectations as a cause of disagreement in bargaining: Evidence from a comparison of arbitration schemes. The Quarterly Journal of Economics, 99-120.

Farmer, A., Pecorino, P., & Stango, V. (2004). The causes of bargaining failure: Evidence from Major League Baseball. The Journal of Law and Economics, 47(2), 543–568. https://doi.org/10.1086/422981

Files, L. A. (1981). The human services management task: A time allocation study. Public Administration Review, 41(6), 686. https://doi.org/10.2307/975747

Filipowicz, A., Barsade, S., & Melwani, S. (2011). Understanding emotional transitions: The interpersonal consequences of changing emotions in negotiations. Journal of Personality and Social Psychology, 101(3), 541-556. https://doi.org/10.1037/a0023545

Fisher, J. G., Frederickson, J. R., & Peffer, S. A. (2006). Budget negotiations in multi-period settings. Accounting, Organizations and Society, 31(6), 511-528. https://doi.org/10.1016/j.aos.2005.12.008

Fisher, R., & Ury, W. L. (1981). Getting to YES. Penguin.

Friedman, R., Anderson, C., Brett, J., & Lisco, C. (2004). The positive and negative effects of anger on dispute resolution: Evidence from electronically mediated disputes. Journal of Applied Psychology, 89(2), 369-376. https://doi.org/10.1037/0021-9010.89.2.369

Gachter, S., & Riedl, A. (2005). Moral property rights in bargaining with infeasible claims. MANAGEMENT SCIENCE, 51(2), 249-263. https://doi.org/10.1287/mnsc.1040.0311

Galinsky, A. D., Ku, G., & Wang, C. S. (2005). Perspective-taking and self-other overlap: Fostering social bonds and facilitating social coordination. Group Processes & Intergroup Relations, 8(2), 109-124.

Galinsky, A. D., Maddux, W. W., Gilin, D., & White, J. B. (2008). Why it pays to get inside the head of your opponent: The differential effects of perspective taking and empathy in negotiations. Psychological Science, 19(4), 378–384. https://doi.org/10.1111/j.1467-9280.2008.02096.x

Geiger, I. (2020). From letter to Twitter: A systematic review of communication media in negotiation. GROUP DECISION AND NEGOTIATION. https://doi.org/10.1007/s10726-020-09662-6

Gelfand, M. J., Brett, J., Gunia, B. C., Imai, L., Huang, T.-J., & Hsu, B.-F. (2013). Toward a culture-by-context perspective on negotiation: Negotiating teams in the United States and Taiwan. Journal of Applied Psychology, 98(3), 504–513. https://doi.org/10.1037/a0031908
Gelfand, M. J., Higgins, M., Nishii, L. H., Raver, J. L., Dominguez, A., Murakami, F., Yamaguchi, S., & Toyama, M. (2002). Culture and egocentric perceptions of fairness in conflict and negotiation. Journal of Applied Psychology, 87(5), 833-845. https://doi.org/10.1037//0021-9010.87.5.833

Gentry, W. A., Harris, L. S., Baker, B. A., & Brittain Leslie, J. (2008). Managerial skills: What has changed since the late 1980s. Leadership & Organization Development Journal, 29(2), 167-181. https://doi.org/10.1108/01437730810852506

Ghosh, D. (1996). Nonstrategic delay in bargaining: An experimental investigation. Organizational Behavior and Human Decision Processes, 67(3), 312-325. https://doi.org/10.1006/obhd.1996.0082

Giacomantonio, M., De Dreu, C. K. W., & Mannetti, L. (2010). Now you see it, now you don’t: Interests, issues, and psychological distance in integrative negotiation. Journal of Personality and Social Psychology, 98(5), 761-774. https://doi.org/10.1037/a0017879

Giebels, E., De Dreu, C. K., & van de Vliert, E. (2003). No way out or swallow the bait of two-sided exit options in negotiation: The influence of social motives and interpersonal trust. Group Processes & Intergroup Relations, 6(4), 369–386.

Gilson, C., Dannin, E., & Wagar, T. (1997). Collective bargaining theory and the doctrine of implementation of final offers collide., 1–15.

Ginges, J., Atran, S., Medin, D., & Shikaki, K. (2007). Sacred bounds on rational resolution of violent political conflict. Proceedings of the National Academy of Sciences, 104(18), 7357-7360. https://doi.org/10.1073/pnas.0701768104

Gladwin, T. (2010). Alpha beta.

Glozman, E., Barak-Corren, N., & Yaniv, I. (2014). False negotiations: The art and science of not reaching an agreement. Journal of Conflict Resolution, 59(4), 671-697. https://doi.org/10.1177/0022002713520480

Goldberg, S. B. (2000). Texoil. In J. M. Brett (Ed.), Negotiation Exercises. Northwestern University, Dispute Resolution Research Center.

Goldberg, S. B. (2000). Texoil

Goldberg, S. B. (2005). Borrowing from baseball: The surprising benefits of final-offer arbitrations.

Goldreich, D., & Pomorski, Ł. (2011). Initiating bargaining. The Review of Economic Studies, 78(4), 1299-1328. https://doi.org/10.1093/restud/rdr009

Graham, J. W. (2009). Missing data analysis: Making It work in the real world. Annual Review of Psychology, 60(1), 549-576. https://doi.org/10.1146/annurev.psych.58.110405.085530

Gray, B. (2003). Framing of environmental disputes. In R. J. Lewicki, B. Gray, & M. Elliott (Eds.), Making sense of intractable environmental disputes. Island Press.

Greenberg, J. (1983). Overcoming egocentric bias in perceived fairness through self-awareness. Social Psychology Quarterly, 46(2), 152-156. https://doi.org/10.2307/3033852

Greenhalgh, L. (1993). Biopharm-Seltek.

Griessmair, M. (2017). Ups and downs: Emotional dynamics in negotiations and their effects on (in)equity. GROUP DECISION AND NEGOTIATION, 26(6), 1061-1090. https://doi.org/10.1007/s10726-017-9541-y

Halstead. (2018). Residential market report.

Halstead. (2020). Residential market report.

Halter, L. L. (1975). An analysis of impasse resolution strategies in public education bargaining disputes: A study of seven Illinois school systems where strikes occurred in 1972 Zotero.

Hanany, E., Kilgour, D. M., & Gerchak, Y. (2007). Final-offer arbitration and risk aversion in bargaining. MANAGEMENT SCIENCE, 53(11), 1785-1792. https://doi.org/10.1287/mnsc.1070.0736

Harinck, F., & De Dreu, C. (2004). Negotiating interests or values and reaching integrative agreements: The importance of time pressure and temporary impasses. European Journal of Social Psychology, 34(5), 595-611. https://doi.org/10.1002/ejsp.218

Harinck, F., & De Dreu, C. K. W. (2008). Take a break! or not? The impact of mindsets during breaks on negotiation processes and outcomes. Journal of Experimental Social Psychology, 44(2), 397-404. https://doi.org/10.1016/j.jesp.2006.12.009

Heckman, J. J. (1979). Sample selection bias as a specification error. Econometrica, 47(1), 153-161. https://doi.org/10.2307/1912352

Hillebrandt, A., & Barclay, L. J. (2017). Comparing integral and incidental emotions: Testing insights from Emotions as Social Information theory and attribution theory. Journal of Applied Psychology, 102(5), 732-752. https://doi.org/10.1037/apl0000174

Hilty, J. A., & Carnevale, P. J. (1993). Black-hat white-hat strategy in bilateral negotiation. Organizational Behavior and Human Decision Processes, 55(3), 444-469. https://doi.org/DOI 10.1006/obhd.1993.1039

Hinds, P. J., & Mortensen, M. (2005). Understanding conflict in geographically distributed teams: The moderating effects of shared identity, shared context, and spontaneous communication. Organization Science, 16(3), 290-307. http://web.stanford.edu/ phinds/PDFs/Hinds-Mortensen-OS05.pdf

Hippel, S., & Hoeppner, S. (2019). Biased judgements of fairness in bargaining: a replication in the laboratory. International Review of Law and Economics. https://doi.org/10.1016/j.irle.2019.02.001

Hollander-Blumoff, R., & Tyler, T. R. (2008). Procedural justice in negotiation: Procedural fairness, outcome acceptance, and integrative potential. Law & Social Inquiry, 33(2), 473-500. https://doi.org/10.1111/j.1747-4469.2008.00110.x

Hüffmeier, J., Freund, P. A., Zerres, A., Backhaus, K., & Hertel, G. (2014). Being tough or being nice? A meta-analysis on the impact of hard-and softline strategies in distributive negotiations. Journal of Management, 40(3), 866–892.

Ireland, M. E., & Henderson, M. D. (2014). Language style matching, engagement, and impasse in negotiations. Negotiation and Conflict Management Research, 1–16.

Jackson, C. N., & King, D. C. (1983). The effects of representatives’ power within their own organizations on the outcome of a negotiation. Academy of Management Journal, 26(1), 178-185. https://doi.org/Doi 10.2307/256145

Jang, D., Elfenbein, H. A., & Bottom, W. P. (2018). More than a phase: Form and features of a general theory of negotiation. Academy of Management Annals, 12(1), 318-356. https://doi.org/10.5465/annals.2016.0053

Jap, S., Robertson, D. C., & Hamilton, R. (2011). The dark side of rapport: Agent misbehavior face-to-face and online. MANAGEMENT SCIENCE, 57(9), 1610-1622. https://doi.org/10.1287/mnsc.1110.1359

Johnson, N. A., & Cooper, R. B. (2009). Power and concession in computer-mediated negotiations: An examination of first offers. MIS Quarterly, 33(1), 147-170. https://doi.org/10.2307/20650282

Johnson, N. A., Cooper, R. B., & Chin, W. W. (2008). The effect of flaming on computer-mediated negotiations. European Journal of Information Systems, 17(4), 417-434. https://doi.org/10.1057/ejis.2008.22

Johnson, N. A., Cooper, R. B., & Chin, W. W. (2009). Anger and flaming in computer-mediated negotiation among strangers. Decision Support Systems, 46(3), 660–672.

Kahneman, D., & Tversky, A. (1979). Prospect Theory: An Analysis of Decision under Risk. Econometrica, 47(2), 263-291. https://doi.org/10.2307/1914185

Karp, R., Gold, D., Tan, M., Clarkson, A., Cramer, P., Stone, D., & Patton, B. (2008). Bullard Houses. In J. M. Brett (Ed.), Negotiation exercises. Dispute Resolution Research Center, Northwestern University.

Kesner, I. F., & Shapiro, D. L. (1991). Did a “failed” negotiation really fail? Reflections on the Arthur Andersen-Price Waterhouse merger talks. Negotiation Journal, 7(4), 369–377.

Kiser, R. L., Asher, M. A., & McShane, B. B. (2008). Let’s not make a deal: An empirical study of decision making in unsuccessful settlement negotiations. Journal of Empirical Legal Studies, 5(3), 551-591. https://doi.org/10.1111/j.1740-1461.2008.00133.x

Kochan, T. A., & Baderschneider, J. (1978). Dependence on impasse procedures: Police and firefighters in New York state. Industrial and Labor Relations Review, 31(4), 431-449. https://doi.org/10.2307/2522233

Kohnz, S. (2006). Self-serving biases in bargaining. Explaining impasse. 1–33.

Kolodziej, R., Hesse, F. W., & Engelmann, T. (2016). Improving negotiations with bar charts: The advantages of priority awareness. Computers in Human Behavior, 60, 351–360.

Kramer, R. M., Pommerenke, P., & Newton, E. (1993). The social context of negotiation: Effects of social identity and interpersonal accountability on negotiator decision making. Journal of Conflict Resolution, 37(4), 633–654.

Kray, L. J., & Haselhuhn, M. P. (2007). Implicit negotiation beliefs and performance: Experimental and longitudinal evidence. Journal of Personality and Social Psychology, 93(1), 49–64. https://doi.org/10.1037/0022-3514.93.1.49

Kray, L. J., & Haselhuhn, M. P. (2012). Male pragmatism in negotiators’ ethical reasoning. Journal of Experimental Social Psychology, 48(5), 1124-1131. https://doi.org/10.1016/j.jesp.2012.04.006

Kray, L. J., Kennedy, J. A., & Zant, A. B. V. (2014). Not competent enough to know the difference? Gender stereotypes about women’s ease of being misled predict negotiator deception. Organizational Behavior and Human Decision Processes, 125(2), 61 – 72. https://doi.org/https://doi.org/10.1016/j.obhdp.2014.06.002

Kristensen, H., & Gärling, T. (1997). The effects of anchor points and reference points on negotiation process and outcome. Organizational Behavior and Human Decision Processes, 71(1), 85–94.

Ku, G., Wang, C. S., & Galinsky, A. D. (2015). The promise and perversity of perspective-taking in organizations. RESEARCH IN ORGANIZATIONAL BEHAVIOR: AN ANNUAL SERIES OF ANALYTICAL ESSAYS AND CRITICAL REVIEWS, VOL 35, 35, 79-102. https://doi.org/10.1016/j.riob.2015.07.003

Larcker, D. F., Miles, S., Tayan, B., & Gutman, M. (2013). 2013 Stanford executive coaching survey.

Lawlor, J. (2018, 01.01.2021). The top 10 newspaper publications in the US. https://muckrack.com/blog/2018/01/10/the-top-10-newspaper-publications-in-the-us
Lax, D. A., & Sebenius, J. K. (2011). The manager as negotiator (2nd ed.). Free Press.

Lee, A. J., & Ames, D. R. (2017). “I can’t pay more” versus “It’s not worth more”: Divergent effects of constraint and disparagement rationales in negotiations. Organizational Behavior and Human Decision Processes, 141, 16-28. https://doi.org/10.1016/j.obhdp.2017.05.002

Lee, A. J., Loschelder, D. D., Schweinsberg, M., Mason, M. F., & Galinsky, A. D. (2018). Too precise to pursue: How precise first offers create barriers-to-entry in negotiations and markets. Organizational Behavior and Human Decision Processes, 148, 87 – 100. https://doi.org/https://doi.org/10.1016/j.obhdp.2018.03.001

Lee, M., Pitesa, M., Pillutla, M. M., & Thau, S. (2017). Male immorality: An evolutionary account of sex differences in unethical negotiation behavior. Academy of Management Journal, 60(5), 2014-2044. https://doi.org/10.5465/amj.2015.0461

Lee, S., & Thompson, L. (2011). Do agents negotiate for the best (or worst) interest of principals? Secure, anxious and avoidant principal–agent attachment. Journal of Experimental Social Psychology, 47(3), 681-684. https://doi.org/10.1016/j.jesp.2010.12.023

Lee, S., & Thompson, L. (2011). Do agents negotiate for the best (or worst) interest of principals? Secure, anxious and avoidant principal–agent attachment. Journal of Experimental Social Psychology, 47(3), 681-684. https://doi.org/10.1016/j.jesp.2010.12.023

Lewicki, R. J., Barry, B., & Saunders, D. M. (2014). Managing negotiation impasses. In Negotiation (7th ed., pp. 474–502).

Lewis, S. A., & Fry, W. R. (1977). Effects of visual access and orientation on the discovery of integrative bargaining alternatives. Organizational Behavior and Human Performance, 20(1), 75-92. https://doi.org/10.1016/0030-5073(77)90045-9

Li, D. (2011). Commitment and compromise in bargaining. Journal of Economic Behavior and Organization, 77(2), 203–211. https://doi.org/10.1016/j.jebo.2010.10.008

Liu, L. A., Friedman, R., Barry, B., Gelfand, M. J., & Zhang, Z.-X. (2012). The dynamics of consensus building in intracultural and intercultural negotiations. ADMINISTRATIVE SCIENCE QUARTERLY, 57(2), 269-304. https://doi.org/10.1177/0001839212453456

Liu, W., Friedman, R., & Hong, Y.-Y. (2012). Culture and accountability in negotiation: Recognizing the importance of in-group relations. Organizational Behavior and Human Decision Processes, 117(1), 221-234. https://doi.org/10.1016/j.obhdp.2011.11.001

Loewenstein, G., Issacharoff, S., Camerer, C., & Babcock, L. (1993). Self-serving assessments of fairness and pretrial bargaining. The Journal of Legal Studies, 22(1), 135–159.

Lopes, F., Novais, A. Q., & Coelho, H. (2008). The evolution of negotiation and impasse in two-party multi-issue bargaining. In H. Geffner, R. Prada, I. Machado Alexandre, & N. David, Advances in Artificial Intelligence – IBERAMIA 2008 Berlin, Heidelberg.

Loschelder, D. D., & Trötschel, R. (2010). Overcoming the competitiveness of an intergroup context: Third-party intervention in intergroup negotiations. Group Processes & Intergroup Relations, 13(6), 795–815.

Ma, A., Yang, Y., & Savani, K. (2019). “Take it or leave it!” A choice mindset leads to greater persistence and better outcomes in negotiations. Organizational Behavior and Human Decision Processes, 153, 1-12. https://doi.org/10.1016/j.obhdp.2019.05.003

Maddux, W., Mullen, E., & Galinsky, A. D. (2008). Chameleons bake bigger pies and take bigger pieces: Strategic behavioral mimicry facilitates negotiation outcomes. Journal of Experimental Social Psychology, 44(2), 461–468.

Maddux, W. W., & Galinsky, A. D. (2009). Cultural borders and mental barriers: The relationship between living abroad and creativity. Journal of Personality and Social Psychology, 96(5), 1047-1061. https://doi.org/10.1037/a0014861

Magenau, J. M. (1983). The impact of alternative impasse pocedures on bargaining: A laboratory experiment. ILR Review, 36(3), 361-377.

Mahenthiran, S., Greenberg, P. S., & Greenberg, R. H. (1993). The impact of computer-mediated communication on the processes and outcomes of negotiated transfer pricing. Accounting, Management and Information Technologies, 3(4), 229-248. https://doi.org/10.1016/0959-8022(93)90019-3

Mahoney, P. (2013). How to avoid impasse in settlement negotiations. Daily Journal, 1–1.

Malhotra, D. (2016). Negotiating the impossible. Berret-Koehler.

Maoz, I., Ward, A., Katz, M., & Ross, L. (2002). Reactive devaluation of an “Israeli” vs. “Palestinian” peace proposal. Journal of Conflict Resolution, 46(4), 515-546. https://doi.org/10.1177/0022002702046004003

Marcil, J. G., & Thornton, N. D. (2008). Avoiding pitfalls: Common reasons for mediation failure and solutions for success. North Dakota Law Review, 84, 15.

Marshall, C. P. (2020). Protocol: The power of diplomacy. HarperCollins.

Mayer, B. (2000). The road to resolution: Overcoming impasse. In The Dynamics of Conflict Resolution (pp. 263). Wiley.

McAlister, L., Bazerman, M. H., & Fader, P. (1986). Power and goal setting in channel negotiations. Journal of Marketing Research, 23(3), 228–236.

McGinn, K. L., & Keros, A. T. (2002). Improvisation and the logic of exchange in socially embedded transactions. ADMINISTRATIVE SCIENCE QUARTERLY, 47(3), 442-473. https://doi.org/10.2307/3094847

Mentschikoff, S. (1961). Commercial arbitration. Columbia Law Review, 61(5), 846-869. https://doi.org/10.2307/1120097

Merlo, A., & Ortalo-Magné, F. (2004). Bargaining over residential real estate: evidence from England. Journal of Urban Economics, 56(2), 192-216. https://doi.org/https://doi.org/10.1016/j.jue.2004.05.004

Merlo, A., Ortalo-Magné, F., & Rust, J. (2015). The home selling problem: Theory and evidence. International Economic Review, 56(2), 457-484. https://doi.org/https://doi.org/10.1111/iere.12111

Mertes, M., & Hüffmeier, J. (2017). Why negotiators leave the table: A grounded theory approach towards understanding negotiation impasses.

Mertes, M., Mazei, J., & Hüffmeier, J. (2020). “We do not negotiate with terrorists!” But what if we did? Peace and Conflict: Journal of Peace Psychology, 26(4), 437-448. https://doi.org/https://psycnet.apa.org/doi/10.1037/pac0000446

Miettinen, T., Ropponen, O., Sääskilahti, P., & Lexecon, C. (2018). Prospect theory, fairness, and the escalation of conflict at negotiation impasses. Scandinavian Journal of Economics.

Moberly, R. B. (1970). Causes of impasse in school board-teacher negotiations. 1–11.

Moon, Y., Yao, T., & Park, S. (2011). Price negotiation under uncertainty. International Journal of Production Economics, 134(2), 413-423. https://doi.org/10.1016/j.ijpe.2009.11.019

Moore, D. (2004). Myopic prediction, self-destructive secrecy, and the unexpected benefits of revealing final deadlines in negotiation. Organizational Behavior and Human Decision Processes, 94(2), 125-139. https://doi.org/10.1016/j.obhdp.2004.04.001

Moore, D., Kurtzberg, T., Thompson, L. L., & Morris, M. (1999). Long and short routes to success in electronically mediated negotiations: Group affiliations and good vibrations. Organizational Behavior and Human Decision Processes, 77(1), 22–42.

Moran, S., & Ritov, I. (2009). Valence framings in negotiations. In G. Keren (Ed.), Perspectives on framing (pp. 239-253). Psychology Press.

Morris, M., Nadler, J., Kurtzberg, T., & Thompson, L. (2002). Schmooze or lose: Social friction and lubrication in e-mail negotiations. Group Dynamics: Theory, Research, and Practice, 6(1), 89–100. https://doi.org/10.1037//1089-2699.6.1.89

Morris, M. W., Larrick, R. P., & Su, S. K. (1999). Misperceiving negotiation counterparts: When situationally determined bargaining behaviors are attributed to personality traits. Journal of Personality and Social Psychology, 77(1), 52-67. https://doi.org/10.1037/0022-3514.77.1.52

Mosterd, I., & Rutte, C. G. (2000). Effects of time pressure and accountability to constituents on negotiation. International Journal of Conflict Management, 11(3), 227-247. https://doi.org/10.1108/eb022841

Mouillart, M. K., S. (2016). Baromètre LPI-SeLoger des prix immobilieres.

Murnighan, J. K. (2016). Do nothing! Discover the power of hands-off leadership. Portfolio.

Myerson, R. B. (1986). Analysis of incentives in dispute resolution. 1–1.

Nadler, J. (2004). Rapport in legal negotiation: How small talk can facilitate e-mail dealmaking. Harvard Negotiation Law Journal, 9, 223–251.

Naquin, C. E., & Kurtzberg, T. R. (2009). Team negotiation and perceptions of trustworthiness: The whole versus the sum of the parts. Group Dynamics: Theory, Research, and Practice, 13(2), 133–150. https://doi.org/10.1037/a0013879

Neale, M. A. New Recruit.

Neale, M. A. (1984). The effects of negotiation and arbitration cost salience on bargainer behavior: The role of arbitrator and constituency on negotiator judgment. Organizational Behavior and Human Performance, 34(1), 97–111.

Neale, M. A. (1984). The effects of negotiation and arbitration cost salience on bargainer behavior: The role of the arbitrator and constituency on negotiator judgment. Organizational Behavior and Human Performance, 34(1), 97-111. https://doi.org/https://doi.org/10.1016/0030-5073(84)90038-2

Neale, M. A., & Bazerman Max, H. (1983). The role of perspective-taking ability in negotiating under different forms of arbitration. Industrial and Labor Relations Review, 1–12.

Neale, M. A., & Bazerman, M. H. (1985). Perspectives for understanding negotiation: Viewing negotiation as a judgmental process. Journal of Conflict Resolution, 29(1), 33-55. https://doi.org/10.1177/0022002785029001003

O’Connor, K. M., & Adams, A. A. (1999). What novices think about negotiation: A content analysis of scripts. Negotiation Journal, 15(2), 135-147. https://doi.org/10.1111/j.1571-9979.1999.tb00187.x

O’Connor, K. M., & Arnold, J. A. (2001). Distributive spirals: Negotiation impasses and the moderating role of disputant self-efficacy. Organizational Behavior and Human Decision Processes, 84(1), 148–176. https://doi.org/10.1006/obhd.2000.2923

O’Connor, K. M., Arnold, J. A., & Burris, E. R. (2005). Negotiators’ bargaining histories and their effects on future negotiation performance. Journal of Applied Psychology, 90(2), 350–362. https://doi.org/10.1037/0021-9010.90.2.350

Olekalns, M., Smith, P., & Walsh, T. (1996). The process of negotiating: Strategy and timing as predictors of outcomes. Organizational Behavior and Human Decision Processes, 68(1), 68–77.

Olekalns, M., & Smith, P. L. (2000). Understanding optimal outcomes. The role of strategy sequences in competitive negotiations. Human Communication Research, 26(4), 527–557.

Palmer, L., & Thompson, L. (2018). Architectural design firm.

Parlamis, J., & Ames, D. (2010, 2010). Face-to-face and email negotiations: A comparison of emotions, perceptions and outcomes. International Association of Conflict Management,

Peugh, J. L., & Enders, C. K. (2004). Missing data in educational research: A review of reporting practices and suggestions for improvement. Review of Educational Research, 74(4), 525-556. https://doi.org/10.3102/00346543074004525

Pillutla, M. M., & Murnighan, J. K. (1996). Unfairness, anger, and spite: Emotional rejections of ultimatum offers. Organizational Behavior and Human Decision Processes, 68(3), 208–224.

Pinkley, R., Neale, M., & Bennett, R. (1994). The impact of alternatives to settlement in dyadic negotiation. Organizational Behavior and Human Decision Processes, 57(1), 97-116. https://doi.org/10.1006/obhd.1994.1006

Pogarsky, G., & Babcock, L. (2001). Damage caps, motivated anchoring, and bargaining ikmpasse. The Journal of Legal Studies, 30(1), 143-159. https://doi.org/10.1086/468114

Powell, J. (2014). Talking to terrorists: How to end armed conflicts. Bodley Head.

Pruitt, D. G., & Rubin, J. (1986). Social conflict: Escalation, stalemate, and settlement. Random House.

Putnam, L. L., & Jones, T. S. (1982). Reciprocity in negotiations: An analysis of bargaining interaction. Communication Monographs, 49(3), 171-191. https://doi.org/10.1080/03637758209376080

Quandt, W. B. (2016). Camp David: Peacemaking and politics. Brookings Institution Press.

Raiffa, H. (1982). The art and science of negotiating. Harvard University Press.

Raiffa, H., Richardson, J., & Metcalfe, D. (2007). Negotiation analysis. Belknap Press of Harvard University Press.

Rees, M., & Sondak, H. (2018). Albion Basin Summer Use.

Reynolds, D. (2007). Summit: Six meetings that shaped the twentieth century. Basic Books.

Rogers, T., Zeckhauser, R., Gino, F., Norton, M. I., & Schweitzer, M. E. (2017). Artful paltering: The risks and rewards of using truthful statements to mislead others. Journal of Personality and Social Psychology, 112(3), 456-473. https://doi.org/10.1037/pspi0000081

Rome, D. L. (2005). Resolving business disputes: Fact-finding and impasse. Dispute Resolution Journal, 1–8.

Ross, L. (1995). Reactive devaluation in negotiation and conflict resolution. In K. Arrow, R.

H. Mnookin, L. Ross, A. Tversky, & R. Wilson (Eds.), Barriers to conflict resolution (pp. 27-42). W.W. Norton & Company.

Ross, L., & Stillinger, C. (1991). Barriers to conflict resolution. Negotiation Journal, 8, 389–404.

Ross, W. H., & Conlon, D. E. (2000). Hybrid forms of third-party dispute resolution: Theoretical implications of combining mediation and arbitration. Academy of Management Review, 25(2), 416–427.

Sampson, T. (2020). The UK economy: Brexit vs. Covid-19. https://ukandeu.ac.uk/the-uk-economy-brexit-vs-covid-19/

Sander, F. E. (2004). How to break a stalemate. Negotiation Newsletter.

Schaerer, M., Schweinsberg, M., & Swaab, R. I. (2018). Imaginary alternatives: The effects of mental simulation on powerless negotiators. Journal of Personality and Social Psychology, 115(1), 96-117. https://doi.org/10.1037/pspi0000129

Schelling, T. C. (1956). An essay on bargaining. The American Economic Review, 46(3), 281-306.

Schuster, C., Majer, J. M., & Trötschel, R. (2020). Whatever we negotiate is not what I like: How value-driven conflicts impact negotiation behaviors, outcomes, and subjective evaluations. Journal of Experimental Social Psychology, 90, 103993. https://doi.org/https://doi.org/10.1016/j.jesp.2020.103993

Schweinsberg, M., Ku, G., Wang, C. S., & Pillutla, M. M. (2012). Starting high and ending with nothing: The role of anchors and power in negotiations. Journal of Experimental Social Psychology, 48(1), 226-231. https://doi.org/10.1016/j.jesp.2011.07.005

Shell, G. R. (2018). Bargaining for advantage: Negotiation strategies for reasonable people (3rd ed.). Penguin Books.

Sherman, J. P. (1996). Bargaining over the terms and conditions for striker replacements: Is the NRLB about to change the rules? Labor Law Journal(March), 178-182.

Simmons, J. P., Nelson, L. D., & Simonsohn, U. (2012). A 21 word solution. Dialogue: The Official Newsletter of the Society for Personality and Social Psychology, 26(2), 4-7.

Sinaceur, M., Maddux, W. W., Vasiljevic, D., Nueckel, R. P., & Galinsky, A. D. (2013). Good things come to those who wait: Late first offers facilitate creative agreements in negotiation. Personality and Social Psychology Bulletin, 39(6), 814-825. https://doi.org/10.1177/0146167213483319

Spector, B. I. (1995). Creativity heuristics for impasse resolution: Reframing intractable negotiations. The ANNALS of the American Academy of Political and Social Science, 542(1), 81-99.

Spector, B. I. (2006). Resiliency in negotiation: Bouncing back from impasse. 1–15.
Staudohar, P. (1975). Results of final-offer arbitration of bargaining disputes. California Management Review, 18(1), 58-61.

Steinitz, M. (2017). Clash of the coworkers.

Stuhlmacher, A. F., Gillespie, T. L., & Champagne, M. V. (1998). The impact of time pressure in negotiation: A meta‐analysis. International Journal of Conflict Management, 9(2), 97-116. https://doi.org/10.1108/eb022805

Susskind, L., Cruikshank, J., & Amy, D. J. (1987). Breaking the impasse: Consensual approaches to resolving public disputes.

Swaab, R., Postmes, T., & Neijens, P. (2004). Negotiation support systems: Communication and information as antecedents of negotiation settlement. International Negotiation, 9, 59–78.

Swaab, R. I., Galinsky, A. D., Medvec, V., & Diermeier, D. (2012). The communication orientation model: Explaining the diverse effects of sight, sound, and synchronicity on negotiation and group decision-making outcomes. Personality and Social Psychology Review, 16(1), 25–53. https://doi.org/10.1177/1088868311417186

Swaab, R. I., Kern, M. C., Diermeier, D., & Medvec, V. (2009). Who says what to whom? The impact of communication setting and channel on exclusion from multiparty negotiation agreements. Social Cognition, 27(3), 385-401. https://doi.org/10.1521/soco.2009.27.3.385

Sycara, K. P. (1991). Problem restructuring in negotiation. MANAGEMENT SCIENCE, 1–22.

Taylor, P. J., & Thomas, S. (2008). Linguistic style matching and negotiation outcome. Negotiation and Conflict Management Research, 1(3), 263-281.

Ten Velden, F. S., Beersma, B., & De Dreu, C. K. W. (2011). When competition breeds equality: Effects of appetitive versus aversive competition in negotiation. Journal of Experimental Social Psychology, 47(6), 1127-1133. https://doi.org/10.1016/j.jesp.2011.06.003

Tenbrunsel, A. E., Wade-Benzoni, K. A., Tost, L. P., Medvec, H. V., & Bazerman Max, H. (2009). The reality and myth of sacred issues in negotiations. Negotiation and Conflict Management Research, 2(3), 263-284.

Thompson, L. (1990). Negotiation behavior and outcomes: Empirical evidence and theoretical issues. Psychological Bulletin, 108(3), 515–532.

Thompson, L., & Boven, L. v. (2018). Commodities brokers.

Thompson, L., & Loewenstein, G. (1992). Egocentric interpretations of fairness and interpersonal conflict. Organizational Behavior and Human Decision Processes, 51(2), 176 – 197. https://doi.org/https://doi.org/10.1016/0749-5978(92)90010-5

Tickle-Degnen, L., & Rosenthal, R. (1990). The nature of rapport and its nonverbal correlates. Psychological Bulletin, 1(4), 285-293. https://doi.org/https://doi.org/10.1207/S15327965PLI0104_1

Tjosvold, D. (1977). Commitment to justice in conflict between unequal status persons. Journal of Applied Social Psychology, 7(2), 149-162. https://doi.org/https://doi.org/10.1111/j.1559-1816.1977.tb01336.x

Traavik, L. E. (2011). Is bigger better? Dyadic and multiparty integrative negotiations. International Journal of Conflict Management, 22(2), 190–210.

Tripp, T. M., & Sondak, H. (1992). An evaluation of dependent variables in experimental negotiation studies: Impasse rates and pareto efficiency. Organizational Behavior and Human Decision Processes, 51, 273–295.

Trötschel, R., Höhne, B., Peifer, C., Majer, J. M., & Loschelder, D. (2015). Resource-oriented negotiations: A framework for research and application.

Trötschel, R., Hueffmeier, J., Loschelder, D. D., Schwartz, K., & Gollwitzer, P. M. (2011). Perspective taking as a means to overcome motivational barriers in negotiations: When putting oneself into the opponent’s shoes helps to walk toward agreements. Journal of Personality and Social Psychology, 101(4), 771-790. https://doi.org/10.1037/a0023801

Trötschel, R., Hüffmeier, J., & Loschelder, D. D. (2010). When yielding pieces of the pie is not a piece of cake: Identity-based intergroup effects in negotiations. Group Processes & Intergroup Relations, 13(6), 741–763.

Tuncel, E., & Bottom, W. P. (2019). The differential effects of fear and tranquility on risk taking when probabilistic information is communicated in verbal terms. GROUP DECISION AND NEGOTIATION, 28, 671–693. https://doi.org/10.1007/s10726-019-09628-3

Tuncel, E., Mislin, A., Kesebir, S., & Pinkley, R. L. (2016). Agreement attraction and impasse aversion: Reasons for selecting a poor deal over no deal at all. Psychological Science, 27(3), 312-321. https://doi.org/10.1177/0956797615619200

Valley, K. L., Moag, J., & Bazerman, M. H. (1998). A matter of trust: Effects of communication on the efficiency and distribution of outcomes. Journal of Economic Behavior & Organization, 34, 211-238.

Van Beest, I., Van Kleef, G. A., & Van Dijk, E. (2008). Get angry, get out: The interpersonal effects of anger communication in multiparty negotiation. Journal of Experimental Social Psychology, 44(4), 993-1002. https://doi.org/10.1016/j.jesp.2008.02.008

Van Kleef, G. A. (2009). How emotions regulate social life:The Emotions as Social Information (EASI) model. Current Directions in Psychological Science, 18(3), 184-188. https://doi.org/10.1111/j.1467-8721.2009.01633.x

Van Kleef, G. A., Steinel, W., & Homan, A. C. (2013). On being peripheral and paying attention: prototypicality and information processing in intergroup conflict. Journal of Applied Psychology, 98(1), 63-79. https://doi.org/10.1037/a0030988

Voss, C., & Raz, T. (2016). Never split the difference: Negotiating as if your life depended on it. HarperCollins.

Wade-Benzoni, K. A., Hoffman, A. J., Thompson, L. L., Moore, D. A., Gillespie, J. J., & Bazerman, M. H. (2002). Barriers to resolution in ideologically based negotiations: The role of values and institutions. Academy of Management Review, 27, 41-57.

Ward, A., Atkins, D. C., Lepper, M. R., & Ross, L. (2011). Affirming the self to promote agreement with another: Lowering a psychological barrier to conflict resolution. Personality and Social Psychology Bulletin, 37(9), 1216-1228. https://doi.org/10.1177/0146167211409439

Weingart, L. R., Bennett, R. J., & Brett, J. M. (1993). The impact of consideration of issues and motivational orientation on group negotiation process and outcome. Journal of Applied Psychology, 78(3), 504-517. https://doi.org/10.1037/0021-9010.78.3.504

White, J., Tynan, R., Galinsky, A., & Thompson, L. (2004). Face threat sensitivity in negotiation: Roadblock to agreement and joint gain. Organizational Behavior and Human Decision Processes, 94(2), 102-124. https://doi.org/10.1016/j.obhdp.2004.03.005

Wilson, K. S., DeRue, D. S., Matta, F. K., Howe, M., & Conlon, D. E. (2016). Personality similarity in negotiations: Testing the dyadic effects of similarity in interpersonal traits and the use of emotional displays on negotiation outcomes. Journal of Applied Psychology, 101(10), 1405-1421. https://doi.org/10.1037/apl0000132

Wiltermuth, S. S., & Neale, M. A. (2011). Too much information: The perils of nondiagnostic information in negotiations. Journal of Applied Psychology, 96(1), 192-201. https://doi.org/10.1037/a0021871

Wiltermuth, S. S., Raj, M., & Wood, A. (2018). How perceived power influences the consequences of dominance expressions in negotiations. Organizational Behavior and Human Decision Processes, 146, 14-30. https://doi.org/10.1016/j.obhdp.2018.02.002

Wolfe, C. J., & Murthy, U. S. (2005). Negotiation support systems in budget negotiations: An experimental analysis. Journal of Management Information Systems, 22(3), 351-381. https://doi.org/10.2753/MIS0742-1222220312

Wood Brooks, A. W., & Schweitzer, M. E. (2011). Can Nervous Nelly negotiate? How anxiety causes negotiators to make low first offers, exit early, and earn less profit. Organizational Behavior and Human Decision Processes, 115(1), 43–54. https://doi.org/10.1016/j.obhdp.2011.01.008

Wright, L. (2014). Thirteen days in september: The dramatic story of the struggle for peace in the Middle East Knopf.

Yip, J. A., & Schweinsberg, M. (2017). Infuriating impasses: Angry expressions increase exiting behavior in negotiations. SOCIAL PSYCHOLOGICAL AND PERSONALITY SCIENCE, 8(6), 706-714. https://doi.org/10.1177/1948550616683021

Yukl, G. A. (1974). Effects of situational variables and opponent concessions on a bargainer’s perception, aspirations, and concessions. Journal of Personality and Social Psychology, 29(2), 227-236.

Yukl, G. A., Malone, M. P., Hayslip, B., & Pamin, T. A. (1976). The effects of time pressure and issue settlement order on integrative bargaining. Sociometry, 39(3), 277-281. https://doi.org/10.2307/2786522

Zhang, T., Gino, F., & Norton, M. I. (2017). The surprising effectiveness of hostile mediators. MANAGEMENT SCIENCE, 63(6), 1972-1992. https://doi.org/10.1287/mnsc.2016.2431



Resources

Short text introducing the OSF page.