Development of integrative solutions in bilateral negotiation.

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

Experimental Social Psychology

Coleman R. Griffith, Gardner Murphy, Lois Barclay Murphy · The American Journal of Psychology · 1934 · 611 citations

A Behavioral Theory of Labor Negotiations.

Edward Dommen, Richard E. Walton, Robert B. McKersie · The Economic Journal · 1966 · 369 citations

Social Sciences, Business Economics, Economics +17

Negotiating the division of a reward under incomplete information

Harold H. Kelley, Linda Linden Beckman, Claude S. Fischer · Journal of Experimental Social Psychology · 1967 · 142 citations

Social Sciences, Decision Sciences, Economics +12

Research reports. Compromise and logroll: Comparing the efficiency of two bargaining processes

Lewis A. Froman, Michael D. Cohen · Systems Research and Behavioral Science · 1970 · 139 citations

Business, Business Economics, Economics +13