Concepedia

Concession Reciprocity

Concession Reciprocity is a negotiation strategy within the domain of value claiming that entails the mutual exchange of concessions between parties, distinguished by the expectation that each concession made by one party will be met with a comparable concession from the other to maintain balance and foster cooperative progression toward agreement.

14

Publications

647

Citations

30

Authors

21

Institutions

Publications per year

2017–2026

0

Parents

Publications

14

The Effect of Auditors' Use of a Reciprocity-Based Strategy on Auditor-Client Negotiations

Christopher P. Agoglia, Richard C. Hatfield · The Accounting Review · 2007 · 139 citations

, , +16

The Effect of Auditors' Use of a Reciprocity-Based Strategy on Auditor-Client Negotiations

Maria H. Sanchez, Christopher P. Agoglia, Richard C. Hatfield · SSRN Electronic Journal · 2006 · 121 citations · Full text

, , +16

Reciprocity and concession making in bargaining.

James K. Esser, S. S. Komorita · Journal of Personality and Social Psychology · 1975 · 85 citations

, , +11

Understanding the Role of Preference Revision and Concession in Group Decisions

Anocha Aribarg, Neeraj Arora, H. Onur Bodur · Journal of Marketing Research · 2002 · 72 citations

, , +16

Power and Concession in Computer-Mediated Negotiations: An Examination of First Offers1

Johnson, Cooper · MIS Quarterly · 2009 · 51 citations

, , +17

1–5 of 14

Authors

30

  1. MF
    Michael Filzmoser

    TU Wien, Austria

    2 publications · 28 citations

    2

    h-index

  2. RC
    Richard C. Hatfield

    University of Alabama, United States

    2 publications · 260 citations

    2

    h-index

  3. CP
    Christopher P. Agoglia

    University of Massachusetts Amherst, United States

    2 publications · 260 citations

    2

    h-index

  4. HG
    Haresh Gurnani

    University of Miami, United States

    1 publications · 13 citations

    1

    h-index

  5. HO
    H. Onur Bodur

    Concordia University, Canada

    1 publications · 72 citations

    1

    h-index

1–5 of 30

Institutions

21

  1. University of Alabama

    Tuscaloosa, United States

    2 h-index

    2 publications

    260 citations

  2. Rider University

    Lawrenceville, United States

    2 h-index

    2 publications

    260 citations

  3. TU Wien

    Vienna, Austria

    2 h-index

    3 publications

    44 citations

  4. Virginia Tech

    Blacksburg, United States

    1 h-index

    1 publications

    13 citations

  5. University of Mannheim

    Mannheim, Germany

    1 h-index

    1 publications

    16 citations

  6. University of Vienna

    Vienna, Austria

    1 h-index

    1 publications

    16 citations

  7. University of Miami

    Coral Gables, United States

    1 h-index

    1 publications

    13 citations

  8. University of Massachusetts Amherst

    Amherst Center, United States

    1 h-index

    1 publications

    121 citations

1–8 of 21

Venues

  1. Journal of Marketing Research

    2 publications · 85 citations

    2

    h-index

  2. RePEc: Research Papers in Economics

    Repository · 1 publications · 24 citations

    1

    h-index

  3. Group Decision and Negotiation

    1 publications · 16 citations

    1

    h-index

  4. Journal of Personality and Social Psychology

    1 publications · 85 citations

    1

    h-index

  5. SSRN Electronic Journal

    Repository · 1 publications · 121 citations

    1

    h-index

1–5