Concepedia

Perception In Negotiation

Perception in Negotiation is a cognitive construct in cross-cultural negotiation research that refers to the process by which individuals interpret and make sense of negotiation cues, behaviors, and intentions of others, distinguished by its emphasis on culturally shaped biases, assumptions, and attributions that influence negotiation outcomes.

67

Publications

4.8K

Citations

156

Authors

111

Institutions

Publications per year

2017–2026

7

Parents

Publications

67

The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation

Peter J. Carnevale, Alice M. Isen · Organizational Behavior and Human Decision Processes · 1986 · 772 citations · Full text

, , +11

Social perception in negotiation

Leigh Thompson, Reid Hastie · Organizational Behavior and Human Decision Processes · 1990 · 682 citations

, , +8

The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations

Shirli Kopelman, Ashleigh Shelby Rosette, Leigh Thompson · Organizational Behavior and Human Decision Processes · 2005 · 423 citations

, , +12

Unfixing the fixed pie: A motivated information-processing approach to integrative negotiation.

Carsten K. W. De Dreu, Sander L. Koole, Wolfgang Steinel · Journal of Personality and Social Psychology · 2000 · 232 citations · Full text

, , +16

The Bittersweet Feeling of Success: An Examination of Social Perception in Negotiation

Leigh Thompson, Kathleen L. Valley, Roderick M. Kramer · Journal of Experimental Social Psychology · 1995 · 119 citations

, , +13

1–5 of 67

Authors

156

  1. JG
    Jonathan Gratch

    University of Southern California, United States

    4 publications · 109 citations

    4

    h-index

  2. LT
    Leigh Thompson

    Northwestern University, United States

    4 publications · 1.2K citations

    4

    h-index

  3. DD
    Daniel Druckman

    George Mason University, United States

    3 publications · 189 citations

    3

    h-index

  4. BJ
    Benjamin J. Broome

    George Mason University, United States

    3 publications · 189 citations

    3

    h-index

  5. GL
    Gale Lucas

    University of Southern California, United States

    3 publications · 97 citations

    3

    h-index

1–5 of 156

Institutions

111

  1. University of Southern California

    Los Angeles, United States

    5 h-index

    14 publications

    378 citations

  2. Stanford University

    Stanford, United States

    4 h-index

    8 publications

    576 citations

  3. Northwestern University

    Evanston, United States

    4 h-index

    4 publications

    578 citations

  4. University of Amsterdam

    Amsterdam, The Netherlands

    4 h-index

    9 publications

    1.1K citations

  5. George Mason University

    Fairfax, United States

    3 h-index

    6 publications

    328 citations

  6. University of Iowa

    Iowa City, United States

    3 h-index

    3 publications

    858 citations

  7. University of Michigan

    Ann Arbor, United States

    2 h-index

    2 publications

    492 citations

  8. The University of Texas at San Antonio

    San Antonio, United States

    2 h-index

    2 publications

    82 citations

1–8 of 111

Venues

  1. 7

    h-index

  2. Journal of Applied Psychology

    5 publications · 283 citations

    5

    h-index

  3. Journal of Experimental Social Psychology

    4 publications · 311 citations

    4

    h-index

  4. Personality and Social Psychology Bulletin

    PSPB · 3 publications · 117 citations

    3

    h-index

  5. Journal of Conflict Resolution

    3 publications · 227 citations

    3

    h-index

1–5