Concepedia

Negotiator Confidence

Negotiator Confidence is a psychological construct in distributive negotiation that denotes an individual's belief in their ability to effectively advocate for their own interests and achieve favorable outcomes under conditions of limited resource allocation.

28

Publications

2.2K

Citations

66

Authors

43

Institutions

Publications per year

2017–2026

6

Parents

Publications

28

THE EFFECTS OF FRAMING AND NEGOTIATOR OVERCONFIDENCE ON BARGAINING BEHAVIORS AND OUTCOMES.

Margaret A. Neale, M. H. Bazerman · Academy of Management Journal · 1985 · 495 citations

, , +14

Punishing female negotiators for asserting too much…or not enough: Exploring why advocacy moderates backlash against assertive female negotiators

Emily T. Amanatullah, Catherine H. Tinsley · Organizational Behavior and Human Decision Processes · 2012 · 210 citations

, , +10

Experts, amateurs, and refrigerators: Comparing expert and amateur negotiators in a novel task

Margaret A. Neale, Gregory B. Northcraft · Organizational Behavior and Human Decision Processes · 1986 · 197 citations

, , +12

Role of Self-Efficacy in the Constraints Negotiation Process: The Case of Individuals with Fibromyalgia Syndrome

Angela Loucks‐Atkinson, Roger C. Mannell · Leisure Sciences · 2006 · 191 citations

, , +16

An examination of naive and experienced negotiators.

Leigh Thompson · Journal of Personality and Social Psychology · 1990 · 182 citations

, , +11

1–5 of 28

Authors

66

  1. LT
    Leigh Thompson

    Northwestern University, United States

    3 publications · 213 citations

    3

    h-index

  2. MA
    Margaret A. Neale

    Stanford University, United States

    3 publications · 725 citations

    3

    h-index

  3. LJ
    Laura J. Kray

    University of California, Berkeley, United States

    2 publications · 57 citations

    2

    h-index

  4. JR
    Jared R. Curhan

    Massachusetts Institute of Technology, United States

    1 publications · 121 citations

    1

    h-index

  5. ME
    Maurice E. Schweitzer

    University of Pennsylvania, United States

    1 publications · 29 citations

    1

    h-index

1–5 of 66

Institutions

43

  1. Massachusetts Institute of Technology

    Cambridge, United States

    3 h-index

    4 publications

    770 citations

  2. University of Arizona

    Tucson, United States

    3 h-index

    4 publications

    922 citations

  3. University of California, Berkeley

    Berkeley, United States

    3 h-index

    5 publications

    322 citations

  4. University of Pennsylvania

    Philadelphia, United States

    3 h-index

    3 publications

    173 citations

  5. Cornell University

    Ithaca, United States

    2 h-index

    2 publications

    110 citations

  6. The University of Texas at Austin

    Austin, United States

    2 h-index

    2 publications

    306 citations

  7. Concordia University

    Montreal, Canada

    1 h-index

    1 publications

    27 citations

  8. University of North Carolina Wilmington

    Wilmington, United States

    1 h-index

    1 publications

    33 citations

1–8 of 43

Venues

  1. 5

    h-index

  2. Journal of Experimental Social Psychology

    3 publications · 144 citations

    3

    h-index

  3. Journal of Business Ethics

    2 publications · 60 citations

    2

    h-index

  4. Journal of Personality and Social Psychology

    2 publications · 196 citations

    2

    h-index

  5. Journal of Education for Business

    2 publications · 49 citations

    2

    h-index

1–5