Integrative and distributive negotiations and negotiation behavior

The Bargaining Problem

John F. Nash · Econometrica · 1950 · 7.9K citations

Social Sciences, Economics, Cooperative Economics +13

An experimental analysis of ultimatum bargaining

Werner Güth, Rolf Schmittberger, Bernd Schwarze · Journal of Economic Behavior & Organization · 1982 · 4.9K citations

Social Sciences, Economics, Social Psychology +14

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

The Art and Science of Negotiation

Journal of Policy Analysis and Management · 1983 · 728 citations

Management, Social Psychology, Game Theory +8