Determinants of a Negotiator's Initial Opening Offer

Judgment under Uncertainty: Heuristics and Biases

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Business, Decision Sciences, Psychology +17

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Amos Tversky, Daniel Kahneman · 1975 · 23.1K citations

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Social Sciences, Economics, Social Psychology +14

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Management, Conflict Studies, Contract Law +16

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Daniel J. Julius, Jeffrey Pfeffer · Administrative Science Quarterly · 1993 · 1.3K citations

Management, Leadership, Organizational Behavior +13