Concepedia

Negotiation Scripts

Negotiation Scripts is a cognitive framework in bilateral negotiation that prescribes structured sequences of communicative actions and decision rules to guide negotiators’ behavior in achieving desired outcomes.

16

Publications

644

Citations

42

Authors

30

Institutions

Publications per year

2017–2026

0

Parents

Publications

16

Negotiation as a Social Process.

Deborah M. Kolb, Roderick M. Kramer, David M. Messick · Administrative Science Quarterly · 1997 · 119 citations

, , +16

Determinants of a Negotiator's Initial Opening Offer

Marc Buelens, Dirk Van Poucke · Journal of Business and Psychology · 2004 · 87 citations

, , +9

What Novices Think About Negotiation: A Content Analysis of Scripts

Kathleen M. O’Connor, Ann A. Adams · Negotiation Journal · 1999 · 75 citations

, , +11

The Japanese Negotiation Style: Characteristics of a Distinct Approach

John L. Graham · Negotiation Journal · 1993 · 72 citations

, , +13

Unraveling Business Negotiations Using Practitioner Data

Ray Fells, Helen Rogers, Peter Prowse et al. · Negotiation and Conflict Management Research · 2015 · 56 citations

, , +15

1–5 of 16

Authors

42

  1. LA
    Leonardo A. Mercado

    Institute of Peruvian Studies, Peru

    1 publications · 11 citations

    1

    h-index

  2. AA
    Ann A. Adams

    Rice University, United States

    1 publications · 75 citations

    1

    h-index

  3. LH
    Lynn Hanson Ouedraogo

    1 publications · 11 citations

    1

    h-index

  4. AJ
    Aaron J. Siegler

    Emory University, United States

    1 publications · 34 citations

    1

    h-index

  5. MB
    Marc Buelens

    Vlerick Business School, Belgium

    1 publications · 87 citations

    1

    h-index

1–5 of 42

Institutions

30

  1. University of Vienna

    Vienna, Austria

    2 h-index

    4 publications

    103 citations

  2. Vienna University of Economics and Business

    Vienna, Austria

    2 h-index

    4 publications

    103 citations

  3. University of California, Irvine

    Irvine, United States

    1 h-index

    1 publications

    72 citations

  4. The University of Western Australia

    Perth, Australia

    1 h-index

    1 publications

    56 citations

  5. Ghent University Hospital

    Ghent, Belgium

    1 h-index

    1 publications

    87 citations

  6. Rice University

    Houston, United States

    1 h-index

    1 publications

    75 citations

  7. Nanyang Technological University

    Singapore, Singapore

    1 h-index

    1 publications

    17 citations

  8. Harvard University

    Cambridge, United States

    1 h-index

    1 publications

    18 citations

1–8 of 30

Venues

  1. Negotiation Journal

    3 publications · 165 citations

    3

    h-index

  2. Group Decision and Negotiation

    2 publications · 44 citations

    2

    h-index

  3. Administrative Science Quarterly

    ASQ · 1 publications · 119 citations

    1

    h-index

  4. 1

    h-index

  5. International Journal of Conflict Management

    1 publications · 21 citations

    1

    h-index

1–5