Reservation Prices, Resistance Points, and BATNAs: Determining the Parameters of Acceptable Negotiated Outcomes

Judgment under Uncertainty: Heuristics and Biases

Amos Tversky, Daniel Kahneman · 1975 · 23.1K citations

Business, Decision Sciences, Psychology +17

The Bargaining Problem

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

Social Sciences, Economics, Cooperative Economics +13

Illusion and well-being: A social psychological perspective on mental health.

Shelley E. Taylor, Jonathon D. Brown · Psychological Bulletin · 1988 · 7.7K citations

Social Sciences, Psychology, Social Psychology +9

Judgment Under Uncertainty: Heuristics and Biases.

Glenn Shafer, Daniel Kahnerman, Paul Slovic et al. · Journal of the American Statistical Association · 1984 · 5.7K citations

Business, Decision Sciences, Psychology +10

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