Concepedia

Value Claiming

Value Claiming is a strategic negotiation behavior categorized under distributive bargaining, in which a negotiator seeks to maximize their share of a fixed resource or outcome by asserting competitive demands and minimizing concessions.

36

Publications

2.7K

Citations

75

Authors

45

Institutions

Publications per year

2017–2026

4

Parents

Children

Publications

36

FROM TRANSACTION COST TO TRANSACTIONAL VALUE ANALYSIS: IMPLICATIONS FOR THE STUDY OF INTERORGANIZATIONAL STRATEGIES*

Edward J. Zajac, Cyrus P. Olsen · Journal of Management Studies · 1993 · 1.2K citations

, , +15

Scattered Speculations on the Question of Value

Gayatri Chakravorty Spivak · diacritics · 1985 · 235 citations · Full text

, , +9

EMOTIONAL INTELLIGENCE AND NEGOTIATION: THE TENSION BETWEEN CREATING AND CLAIMING VALUE

Maw‐Der Foo, Hillary Anger Elfenbein, Hwee Hoon Tan et al. · International Journal of Conflict Management · 2004 · 197 citations · Full text

, , +11

How Bargaining Alters Outcomes: Bilateral Trade Negotiations and Bargaining Strategies

Deborah Elms · International Negotiation · 2006 · 157 citations · Full text

, , +16

An Investigation of Individual Responses to Tensile Price Claims

Mary F. Mobley, William O. Bearden, Jesse E. Teel · Journal of Consumer Research · 1988 · 125 citations

, , +13

1–5 of 36

Authors

75

  1. WP
    William P. Bottom

    Washington University in St. Louis, United States

    1 publications · 60 citations

    1

    h-index

  2. PK
    Paul Kauffmann

    East Carolina University, United States

    1 publications · 12 citations

    1

    h-index

  3. WV
    Willem Verbeke

    Erasmus University Rotterdam, Netherlands

    1 publications · 67 citations

    1

    h-index

  4. DB
    Deanne Bogdan

    University of London, United Kingdom

    1 publications · 21 citations

    1

    h-index

  5. GL
    Gary L. Lilien

    Pennsylvania State University, United States

    1 publications · 30 citations

    1

    h-index

1–5 of 75

Institutions

45

  1. National University of Singapore

    Singapore, Singapore

    2 h-index

    4 publications

    630 citations

  2. Harvard University

    Cambridge, United States

    2 h-index

    2 publications

    70 citations

  3. Georgia State University

    Atlanta, United States

    2 h-index

    3 publications

    76 citations

  4. Pennsylvania State University

    State College, United States

    2 h-index

    5 publications

    153 citations

  5. Harvard University Press

    Cambridge, United States

    2 h-index

    2 publications

    187 citations

  6. University of Edinburgh

    Edinburgh, United Kingdom

    2 h-index

    2 publications

    32 citations

  7. Singapore Management University

    Singapore, Singapore

    1 h-index

    1 publications

    39 citations

  8. University of Maine at Farmington

    Farmington, United States

    1 h-index

    1 publications

    58 citations

1–8 of 45

Venues

  1. International Journal of Conflict Management

    2 publications · 220 citations

    2

    h-index

  2. Journal of Applied Psychology

    2 publications · 93 citations

    2

    h-index

  3. Negotiation Journal

    2 publications · 57 citations

    2

    h-index

  4. diacritics

    1 publications · 235 citations

    1

    h-index

  5. Journal of Consumer Research

    JCR · 1 publications · 125 citations

    1

    h-index

1–5