Concepedia

Negotiation Heuristics

Negotiation Heuristics is a cognitive decision-making framework within negotiation theory that consists of simplified rules or mental shortcuts individuals employ to expedite judgments and choices in complex, uncertain, or time-constrained bargaining situations.

92

Publications

6.5K

Citations

178

Authors

105

Institutions

Publications per year

2017–2026

10

Parents

Publications

92

Negotiation behavior and outcomes: Empirical evidence and theoretical issues.

Leigh Thompson · Psychological Bulletin · 1990 · 646 citations

, , +14

Using similarity criteria to make issue trade-offs in automated negotiations

Peyman Faratin, Carles Sierra, Nicholas R. Jennings · Artificial Intelligence · 2002 · 585 citations

, , +15

The Social Psychology of Bargaining and Negotiation.

Edward J. Lawler, Jeffrey Z. Rubin, Bert R. Brown · Administrative Science Quarterly · 1976 · 429 citations

, , +12

Bargaining for advantage: negotiation strategies for reasonable people

Choice Reviews Online · 1999 · 245 citations

, , +13

Share and Share Alike or Winner Take All?: The Influence of Social Value Orientation upon Choice and Recall of Negotiation Heuristics

Carsten K. W. De Dreu, Terry L. Boles · Organizational Behavior and Human Decision Processes · 1998 · 210 citations

, , +11

1–5 of 92

Authors

178

  1. NR
    Nicholas R. Jennings

    University of Southampton, United Kingdom

    6 publications · 885 citations

    6

    h-index

  2. MH
    Max H. Bazerman

    Harvard University, United States

    5 publications · 576 citations

    5

    h-index

  3. MA
    Margaret A. Neale

    Stanford University, United States

    5 publications · 566 citations

    5

    h-index

  4. LT
    Leigh Thompson

    Northwestern University, United States

    5 publications · 957 citations

    5

    h-index

  5. CK
    Carsten K. W. De Dreu

    University of Amsterdam, Netherlands

    4 publications · 613 citations

    4

    h-index

1–5 of 178

Institutions

105

  1. University of Southampton

    Southampton, United Kingdom

    7 h-index

    13 publications

    1.3K citations

  2. University of Amsterdam

    Amsterdam, The Netherlands

    4 h-index

    7 publications

    860 citations

  3. Northwestern University

    Evanston, United States

    4 h-index

    5 publications

    602 citations

  4. Massachusetts Institute of Technology

    Cambridge, United States

    3 h-index

    3 publications

    636 citations

  5. University of Vienna

    Vienna, Austria

    3 h-index

    4 publications

    200 citations

  6. University of Florida

    Gainesville, United States

    2 h-index

    3 publications

    102 citations

  7. The University of Melbourne

    Melbourne, Australia

    2 h-index

    4 publications

    219 citations

  8. Boğaziçi University

    Istanbul, Türkiye

    2 h-index

    3 publications

    79 citations

1–8 of 105

Venues

  1. Group Decision and Negotiation

    6 publications · 206 citations

    6

    h-index

  2. 4

    h-index

  3. ePrints Soton (University of Southampton)

    Repository · 3 publications · 221 citations

    3

    h-index

  4. Decision Support Systems

    3 publications · 98 citations

    3

    h-index

  5. Acta Psychologica

    2 publications · 45 citations

    2

    h-index

1–5