Effects of extremity of offers and concession rate on the outcomes of bargaining.

An Alternative to War or Surrender

Jonn H. Hodgson, Charles E. Osgood · The Russian Review · 1963 · 526 citations

Business, Strategy, Military History +2

The Strategy of Conflict

Michel Barbier, Thomas C. Schelling · Econometrica · 1963 · 349 citations

Social Sciences, Political Science, Armed Conflict +3

How Nations Negotiate

G. deT. Glazebrook, Fred Charles Iklé · International Journal Canada s Journal of Global Policy Analysis · 1965 · 233 citations

The effect of time pressure, time elapsed, and the opponent's concession rate on behavior in negotiation

Dean G. Pruitt, Julie Latane Drews · Journal of Experimental Social Psychology · 1969 · 156 citations

Social Sciences, Psychology, Social Psychology +13

Opening offer and frequency of concession as bargaining strategies.

Jerome M. Chertkoff, Melinda Conley · Journal of Personality and Social Psychology · 1967 · 152 citations

Management, Strategy, Game Theory +11