Reciprocity Tactics is a negotiation strategy whereby one party makes a concession or offers a favor with the strategic expectation of receiving a comparable concession in return, thereby leveraging social norms of mutual exchange to influence the counterpart’s behavior.
7
Publications
599
Citations
13
Authors
11
Institutions
Publications per year
2017–2026
2
Parents
Publications
7
1–5 of 7
Authors
13
- DLD. L. Shapiro
University of North Carolina at Chapel Hill, United States
1 publications · 350 citations
1
h-index
- ALAnne L. Lytle
Hong Kong University of Science and Technology, Hong Kong SAR China
1 publications · 350 citations
1
h-index
- JM
1
h-index
- WS
1
h-index
- RJ
1
h-index
1–5 of 13
Institutions
11
University of Alabama
Tuscaloosa, United States
1 h-index
1 publications
83 citations
Hong Kong University of Science and Technology
Hong Kong, Hong Kong
1 h-index
1 publications
350 citations
University of Hong Kong
Pok Fu Lam, Hong Kong
1 h-index
1 publications
350 citations
University of North Carolina at Chapel Hill
Chapel Hill, United States
1 h-index
1 publications
350 citations
Midwestern University
Downers Grove, United States
1 h-index
1 publications
350 citations
Middlebury College
Middlebury (village), United States
1 h-index
2 publications
154 citations
Baruch College
New York, United States
1 h-index
1 publications
51 citations
Indiana University South Bend
South Bend, United States
1 h-index
1 publications
15 citations
1–8 of 11
Venues
- Journal of Conflict Resolution
2 publications · 160 citations
2
h-index
- Academy of Management Journal
AMJ · 1 publications · 350 citations
1
h-index
- Psychology and Marketing
1 publications · 51 citations
1
h-index
- Journal of Applied Social Psychology
1 publications · 13 citations
1
h-index
- Journal of Politics in Latin America
JPLA · 1 publications · 15 citations
1
h-index
1–5