Concepedia

Win-lose Negotiation

Win-Lose Negotiation is a negotiation strategy in requirements engineering whereby one party achieves its objectives at the direct expense of the other, characterized by competitive bargaining and the prioritization of unilateral gains over collaborative outcomes.

9

Publications

788

Citations

20

Authors

11

Institutions

Publications per year

2017–2026

1

Variants

Distributive NegotiationZero-sum Negotiation

Parents

Publications

9

Lose–lose agreements in interdependent decision making.

Leigh Thompson, Dennis Hrebec · Psychological Bulletin · 1996 · 281 citations

, , +5

Information Technology for Negotiating Groups: Generating Options for Mutual Gain

Jay F. Nunamaker, Alan R. Dennis, Joseph S. Valacich et al. · Management Science · 1991 · 223 citations

, , +15

An Experimental Test of Negotiation Strategy Effects on Knowledge Sharing Intentions in Buyer–Supplier Relationships

Stéphanie Thomas, Rodney Thomas, Karl Manrodt et al. · Journal of Supply Chain Management · 2013 · 118 citations

, , +17

Managing Organizational Conflict

C. Brooklyn Derr · California Management Review · 1978 · 42 citations

, , +10

What only the CEO can do.

A G Lafley · PubMed · 2009 · 35 citations

, , +10

1–5 of 9

Authors

20

  1. LT
    Leigh Thompson

    Northwestern University, United States

    2 publications · 308 citations

    2

    h-index

  2. DH
    Dennis Hrebec

    Northwestern University, United States

    2 publications · 308 citations

    2

    h-index

  3. ST
    Stéphanie Thomas

    Georgia Southern University, United States

    2 publications · 152 citations

    2

    h-index

  4. AG
    A G Lafley

    Procter & Gamble (United States), United States

    1 publications · 35 citations

    1

    h-index

  5. AR
    Alan R. Dennis

    Indiana University Bloomington, United States

    1 publications · 223 citations

    1

    h-index

1–5 of 20

Institutions

11

  1. Georgia Southern University

    Statesboro, United States

    2 h-index

    2 publications

    152 citations

  2. Purdue University West Lafayette

    West Lafayette, United States

    1 h-index

    1 publications

    10 citations

  3. Indiana University Bloomington

    Bloomington, United States

    1 h-index

    1 publications

    223 citations

  4. University of Arizona

    Tucson, United States

    1 h-index

    1 publications

    223 citations

  5. University of Arkansas at Fayetteville

    Fayetteville, United States

    1 h-index

    1 publications

    34 citations

  6. Engineering Associates (United States)

    Alpharetta, United States

    1 h-index

    1 publications

    281 citations

  7. Northwestern University

    Evanston, United States

    1 h-index

    1 publications

    281 citations

  8. University of Georgia

    Athens, United States

    1 h-index

    1 publications

    223 citations

1–8 of 11

Venues

  1. Psychological Bulletin

    2 publications · 308 citations

    2

    h-index

  2. Management Science

    2 publications · 233 citations

    2

    h-index

  3. 1

    h-index

  4. Journal of Supply Chain Management

    JSCM · 1 publications · 118 citations

    1

    h-index

  5. PubMed

    Repository · 1 publications · 35 citations

    1

    h-index

1–5