The effect of time pressure, time elapsed, and the opponent's concession rate on behavior in negotiation

Convergent and discriminant validation by the multitrait-multimethod matrix.

Donald T. Campbell, Donald W. Fiske · Psychological Bulletin · 1959 · 17.1K citations · Full text

Social Sciences, Educational Assessment, Educational Measurement +6

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 effects of information and magnitude of initial offer on interpersonal negotiation

Robert M. Liebert, William P. Smith, Jae H. Hill et al. · Journal of Experimental Social Psychology · 1968 · 131 citations

Management, Communication, Social Psychology +12

Bargaining in ignorance of the opponent's utility function

John C. Harsanyi · Journal of Conflict Resolution · 1962 · 118 citations

Social Sciences, Economics, Game Theory +16

Strategic Interaction and Conflict

Robert Arthur Ladner · Journal of Conflict Resolution · 1973 · 109 citations

Social Sciences, Communication, Conflict Studies +9