Concepedia

Value-based Negotiation

Value-Based Negotiation is a negotiation framework within global sourcing that focuses on creating and distributing value through mutual gains, distinguished from adversarial or price-centric approaches by its emphasis on collaborative problem-solving and shared objectives.

29

Publications

931

Citations

75

Authors

49

Institutions

Publications per year

2017–2026

7

Parents

Publications

29

The Objective Value of Subjective Value: A Multi‐Round Negotiation Study

Jared R. Curhan, Hillary Anger Elfenbein, Noah Eisenkraft · Journal of Applied Social Psychology · 2010 · 126 citations

, , +15

Modeling complex multi-issue negotiations using utility graphs

Valentin Robu, D.J.A. Somefun, J. A. La Poutré · 2005 · 115 citations · Full text

, , +15

Psychological distance boosts value-behavior correspondence in ultimatum bargaining and integrative negotiation

Mauro Giacomantonio, Carsten K. W. De Dreu, Shaul Shalvi et al. · Journal of Experimental Social Psychology · 2010 · 98 citations · Full text

, , +11

Transforming communication, transforming business: Stimulating value negotiation for more responsive and responsible workplaces

Stanley Deetz · International Journal of Value-Based Management · 1995 · 48 citations

, , +14

Negotiation of International Oil Tanker Standards: An Application of Multiattribute Value Theory

Jacob W. Ulvila, W. D. Snider · Operations Research · 1980 · 47 citations

, , +17

1–5 of 29

Authors

75

  1. JR
    Jared R. Curhan

    Massachusetts Institute of Technology, United States

    2 publications · 172 citations

    2

    h-index

  2. CU
    Christiono Utomo

    Sepuluh Nopember Institute of Technology, Indonesia

    2 publications · 27 citations

    2

    h-index

  3. SH
    Swee Hoon Ang

    National University of Singapore, Singapore

    1 publications · 12 citations

    1

    h-index

  4. VR
    Valentin Robu

    Heriot-Watt University, United Kingdom

    1 publications · 115 citations

    1

    h-index

  5. MU
    MarcellaMaia Urtiga

    Universidade Federal de Pernambuco, Brazil

    1 publications · 17 citations

    1

    h-index

1–5 of 75

Institutions

49

  1. Sepuluh Nopember Institute of Technology

    Surabaya, Indonesia

    2 h-index

    3 publications

    43 citations

  2. U.S. National Science Foundation

    Alexandria, United States

    1 h-index

    1 publications

    126 citations

  3. Harvard University

    Cambridge, United States

    1 h-index

    1 publications

    40 citations

  4. CY Cergy Paris Université

    Cergy-Pontoise, France

    1 h-index

    1 publications

    15 citations

  5. Vellore Institute of Technology University

    Vellore, India

    1 h-index

    2 publications

    32 citations

  6. Creative Technologies (United States)

    Los Angeles, United States

    1 h-index

    3 publications

    51 citations

  7. National University of Singapore

    Singapore, Singapore

    1 h-index

    1 publications

    39 citations

  8. University of Pennsylvania

    Philadelphia, United States

    1 h-index

    1 publications

    126 citations

1–8 of 49

Venues

  1. Journal of Experimental Social Psychology

    3 publications · 164 citations

    3

    h-index

  2. Journal of Culinary Science & Technology

    1 publications · 13 citations

    1

    h-index

  3. Journal of Broadcasting & Electronic Media

    1 publications · 11 citations

    1

    h-index

  4. Mindfulness

    1 publications · 39 citations

    1

    h-index

  5. 1

    h-index

1–5