Journal ArticleDOI
Research reports. Compromise and logroll: Comparing the efficiency of two bargaining processes
Lewis A. Froman,Michael D. Cohen +1 more
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This article is published in Systems Research and Behavioral Science.The article was published on 1970-03-01. It has received 126 citations till now. The article focuses on the topics: Compromise.read more
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Learning and Transfer: A General Role for Analogical Encoding
TL;DR: In this article, the authors test an adaptation to case-based learning that facilitates abstracting problem-solving schemas from examples and using them to solve further problems: analogical encoding, or learning by drawing a comparison across examples.
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Why It Pays to Get Inside the Head of Your Opponent The Differential Effects of Perspective Taking and Empathy in Negotiations
TL;DR: It is found that perspective taking increased individuals' ability to discover hidden agreements and to both create and claim resources at the bargaining table, and empathy did not prove nearly as advantageous and at times was detrimental to discovering a possible deal and achieving individual profit.
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Negotiation behavior and outcomes: Empirical evidence and theoretical issues.
TL;DR: The authors examined the ability of the individual differences, motivational, and cognitive approaches of negotiation to account for empirical research on dyadic negotiation and found that personality and individual differences appear to play a minimal role in determining bargaining behavior; their impact may be dampened by several factors, such as homogeneity of subject samples, situational constraints, and self-selection processes.
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Social perception in negotiation
Leigh Thompson,Reid Hastie +1 more
TL;DR: In this paper, the role of social perception in negotiation and the relationship between judgment accuracy and negotiation performance was examined and it was found that most negotiators enter negotiation expecting the other party's interests to be completely opposed to their own.
References
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Book
A Behavioral Theory of the Firm
Richard M. Cyert,James G. March +1 more
TL;DR: In this paper, the authors present an overview of basic concepts in the Behavioral Theory of the Firm, and present a specific price and output model for a specific type of products. But they do not discuss the relationship between the two concepts.
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A Behavioral Theory of the Firm
Richard M. Cyert,James G. March +1 more
TL;DR: In this article, the authors advocate a theory based on empirical observation of actual firm decision-making, which provides a theory of decision making within business organizations, contrary to the economic theory of the firm, which sees firms as profit-maximizing entities.
Journal ArticleDOI
The calculus of consent : logical foundations of constitutional democracy
James M. Buchanan,Gordon Tullock +1 more
TL;DR: The Calculus of Consents as mentioned in this paper analyzes the calculus of the rational individual when faced with questions of constitutional choice and examines the (choice) process extensively only with reference to the problem of decision-making rules.
Book
Politics, economics, and welfare
TL;DR: For most of this century, the habit of thinking about politics and economics in terms of grand and simple alternatives has exerted a powerful influence over the minds of those concerned with economic organization as discussed by the authors.
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