The Accuracy of Post-Negotiation Estimates of the Other Negotiator's Payoff

The Art and Science of Negotiation.

John D. Hey, Howard Raiffa · Economica · 1984 · 2.5K citations

Management, Conflict Studies, Contract Law +16

A Behavioral Theory of Labor Negotiations.

Herbert R. Northrup, Richard E. Walton, Robert B. McKersie · Industrial and Labor Relations Review · 1966 · 1.3K citations

Social Sciences, Business Economics, Economics +17

Social perception in negotiation

Leigh Thompson, Reid Hastie · Organizational Behavior and Human Decision Processes · 1990 · 682 citations

Management, Social Psychology, Negotiation +8

Integrative bargaining in a competitive market

Max H. Bazerman, Thomas Magliozzi, Margaret A. Neale · Organizational Behavior and Human Decision Processes · 1985 · 414 citations · Full text

Management, Business Economics, Competitive Advantage +8

Social judgment theory and the analysis of interpersonal conflict.

Berndt Brehmer · Psychological Bulletin · 1976 · 291 citations

Social Sciences, Psychology, Social Psychology +14