Open AccessDOI
Social Cognition, Attribution, and Perception in Negotiation: The Role of Uncertainty in Shaping Negotiation Processes and Outcomes
Leigh Thompson
- pp 39-66
About:
The article was published on 2006-01-13 and is currently open access. It has received 17 citations till now. The article focuses on the topics: Social cognition & Attribution.read more
Citations
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Dissertation
International negotiation styles: a perspective of Malaysian diplomats
TL;DR: In this paper, the authors propose a novel approach to solve the problem of homonymity in the context of homophily, and propose a method to solve homophysics.
Journal ArticleDOI
“I Do the Dishes; You Mow the Lawn”: Gender Effects in Stereotypically Feminine Negotiation Tasks
TL;DR: In this article, the authors examine gender effects in negotiations involving typically female-related topics, and find that women tend to underperform men in negotiations, while men tend to perform better than women.
Journal ArticleDOI
Support Theory in Negotiation: How Unpacking Aspirations and Alternatives Can Improve Negotiation Performance
TL;DR: The authors showed that negotiators who address this uncertainty by unpacking their positive alternatives and aspirations (e.g., the likelihood of attaining an alternative job offer from Firm #1, Firm #2, or any other firm) judge these outcomes to be more likely to occur and achieve better negotiation outcomes compared with negotiators who consider these same outcomes as a single package.
Urban design management : using integrative negotiation to create value at the intersection of urban planning, city design, and real estate development
TL;DR: In this paper, Tiivistelmä and Näkinmetsä presented a negotiation perspective on the production of the built environment and proposed a dual concern model for managing the subject of bargaining.
References
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Journal ArticleDOI
Stereotype threat in salary negotiations is mediated by reservation salary
Una Tellhed,Fredrik Björklund +1 more
TL;DR: Reservation salary partly explains why women ask for less salary than men under stereotype threat, and female negotiators may benefit from learning that stereotype threat causes sex-differences in motivation.
Journal ArticleDOI
Entrepreneurs’ negotiation behavior
TL;DR: In this article, the authors compared persuasive behaviors and negotiation outcomes of entrepreneurs and non-entrepreneurs in a series of negotiation tasks and found that entrepreneurs make extensive use of emotions and arguments as means of persuasion.
Reference EntryDOI
Social Comparison in Negotiation
Jan Crusius,Thomas Mussweiler +1 more
TL;DR: In this paper, the implications of social comparisons in bargaining behavior are investigated. But the authors focus on the emotional influences on judgment and decision-making and social comparison processes, and do not consider the psychological aspects of bargaining behavior.
Journal ArticleDOI
A participatory budget model under uncertainty
TL;DR: This paper proposes a model for participatory budgeting under uncertainty based on stochastic programming, and suggests that this approach seems lacking, especially in times of crisis when public funding suffers high volatility and widespread cuts.