Concepedia

Negotiator Judgment

Negotiator Judgment is a cognitive construct within negotiation decision making that refers to the individual-level process by which a negotiator assesses situational cues, counterpart behavior, and strategic options to form evaluations and guide subsequent choices in pursuit of bargaining objectives.

58

Publications

4.8K

Citations

96

Authors

59

Institutions

Publications per year

2017–2026

2

Parents

Publications

58

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

On feeling good and getting your way: Mood effects on negotiator cognition and bargaining strategies.

Joseph P. Forgas · Journal of Personality and Social Psychology · 1998 · 463 citations

, , +15

Culture and Negotiator Cognition: Judgment Accuracy and Negotiation Processes in Individualistic and Collectivistic Cultures

Michele J. Gelfand, Sophia Christakopoulou · Organizational Behavior and Human Decision Processes · 1999 · 211 citations

, , +17

Negotiator Judgment

Max H. Bazerman · American Behavioral Scientist · 1983 · 197 citations

, , +12

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

1–5 of 58

Authors

96

  1. MA
    Margaret A. Neale

    Stanford University, United States

    7 publications · 1.1K citations

    7

    h-index

  2. MH
    Max H. Bazerman

    Harvard University, United States

    6 publications · 579 citations

    6

    h-index

  3. LT
    Leigh Thompson

    Northwestern University, United States

    6 publications · 385 citations

    6

    h-index

  4. RM
    Roderick M. Kramer

    Stanford University, United States

    3 publications · 434 citations

    3

    h-index

  5. LJ
    Laura J. Kray

    University of California, Berkeley, United States

    3 publications · 193 citations

    3

    h-index

1–5 of 96

Institutions

59

  1. University of Arizona

    Tucson, United States

    5 h-index

    6 publications

    1.1K citations

  2. Northwestern University

    Evanston, United States

    5 h-index

    8 publications

    610 citations

  3. University of California, Berkeley

    Berkeley, United States

    4 h-index

    6 publications

    458 citations

  4. Massachusetts Institute of Technology

    Cambridge, United States

    4 h-index

    5 publications

    967 citations

  5. University of Pennsylvania

    Philadelphia, United States

    3 h-index

    3 publications

    173 citations

  6. University of Missouri–St. Louis

    St Louis, United States

    3 h-index

    5 publications

    231 citations

  7. Vanderbilt University

    Nashville, United States

    3 h-index

    3 publications

    210 citations

  8. Carnegie Mellon University

    Pittsburgh, United States

    2 h-index

    3 publications

    238 citations

1–8 of 59

Venues

  1. 11

    h-index

  2. Group Decision and Negotiation

    4 publications · 161 citations

    4

    h-index

  3. Journal of Personality and Social Psychology

    4 publications · 726 citations

    4

    h-index

  4. American Behavioral Scientist

    ABS · 2 publications · 249 citations

    2

    h-index

  5. Journal of Business Ethics

    2 publications · 60 citations

    2

    h-index

1–5