Predicting the outcome of a two-party price negotiation: Contribution of reservation price, aspiration price and opening offer

Handbook of Social Psychology

Elizabeth G. Menaghan · Contemporary Sociology A Journal of Reviews · 2004 · 2.8K citations

Social Sciences, Psychology, Social Psychology +12

The Art and Science of Negotiation.

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

Management, Conflict Studies, Contract Law +16

Negotiation in social conflict

Choice Reviews Online · 1994 · 1.2K citations

Management, Conflict Studies, Social Psychology +17

Experts, amateurs, and real estate: An anchoring-and-adjustment perspective on property pricing decisions

Gregory B. Northcraft, Margaret A. Neale · Organizational Behavior and Human Decision Processes · 1987 · 1.1K citations

Business, Economics, Real Estate +8

Research Methodology In Management: Current Practices, Trends, And Implications For Future Research

Terri A. Scandura, Ethlyn A. Williams · Academy of Management Journal · 2000 · 912 citations

Management, Strategic Management, Strategy +10