Concepedia

Negotiation Concessions

Negotiation Concessions is a theoretical construct within interpersonal negotiation that denotes the act of intentionally relinquishing or modifying a position, demand, or condition during a bargaining process to facilitate agreement, distinguished by its strategic role in advancing mutual accommodations while preserving relational and instrumental objectives.

28

Publications

1.5K

Citations

57

Authors

42

Institutions

Publications per year

2017–2026

1

Parents

Publications

28

Reframing Sacred Values

Scott Atran, Robert Axelrod · Negotiation Journal · 2008 · 261 citations

, , +12

Cultural Variance in the Interpersonal Effects of Anger in Negotiations

Hajo Adam, Aiwa Shirako, William W. Maddux · Psychological Science · 2010 · 136 citations

, , +16

Effects of situational variables and opponent concessions on a bargainer's perception, aspirations, and concessions.

Gary Yukl · Journal of Personality and Social Psychology · 1974 · 125 citations

, , +14

Matching and mismatching: The effect of own limit, other's toughness, and time pressure on concession rate in negotiation.

D. Leasel Smith, Peter J. Carnevale · Journal of Personality and Social Psychology · 1982 · 118 citations

, , +14

Matching and mismatching: The effect of own limit, other's toughness, and time pressure on concession rate in negotiation.

D. Leasel Smith, Dean G. Pruitt, Peter J. Carnevale · Journal of Personality and Social Psychology · 1982 · 106 citations

, , +14

1–5 of 28

Authors

57

  1. CK
    Carsten K. W. De Dreu

    University of Amsterdam, Netherlands

    3 publications · 78 citations

    3

    h-index

  2. SA
    Scott Atran

    Institut Jean Nicod, France

    2 publications · 273 citations

    2

    h-index

  3. GA
    Gerben A. van Kleef

    University of Amsterdam, Netherlands

    2 publications · 64 citations

    2

    h-index

  4. RA
    Robert Axelrod

    University of Michigan, United States

    2 publications · 273 citations

    2

    h-index

  5. AS
    Antony S. R. Manstead

    Cardiff University, United Kingdom

    2 publications · 64 citations

    2

    h-index

1–5 of 57

Institutions

42

  1. University of Michigan

    Ann Arbor, United States

    3 h-index

    5 publications

    595 citations

  2. University of California, Berkeley

    Berkeley, United States

    2 h-index

    2 publications

    148 citations

  3. City University of New York

    New York, United States

    2 h-index

    2 publications

    273 citations

  4. Centre National de la Recherche Scientifique

    Paris, France

    2 h-index

    3 publications

    534 citations

  5. John Jay College of Criminal Justice

    New York, United States

    2 h-index

    2 publications

    273 citations

  6. Institut Jean Nicod

    Paris, France

    2 h-index

    3 publications

    534 citations

  7. University of Amsterdam

    Amsterdam, The Netherlands

    2 h-index

    6 publications

    192 citations

  8. Concordia University

    Montreal, Canada

    1 h-index

    2 publications

    30 citations

1–8 of 42

Venues

  1. Journal of Personality and Social Psychology

    4 publications · 414 citations

    4

    h-index

  2. SSRN Electronic Journal

    Repository · 2 publications · 64 citations

    2

    h-index

  3. Negotiation Journal

    2 publications · 273 citations

    2

    h-index

  4. Group Decision and Negotiation

    2 publications · 31 citations

    2

    h-index

  5. RePEc: Research Papers in Economics

    Repository · 2 publications · 36 citations

    2

    h-index

1–5