Counterfactual structure and learning from experience in negotiations

Norm theory: Comparing reality to its alternatives.

Daniel Kahneman, Dale T. Miller · Psychological Review · 1986 · 3.1K citations

Social Sciences, Social Psychology, Norm-referenced Assessment +8

Handbook of Motivation and Cognition: Foundations of Social Behavior, Vol. 2.

David G. Wagner, E. Tory Higgins, Richard M. Sorrentino · Contemporary Sociology A Journal of Reviews · 1991 · 2K citations

Social Sciences, Psychology, Social Psychology +13

The effects of promotion and prevention cues on creativity.

Ronald Friedman, Jens Förster · Journal of Personality and Social Psychology · 2001 · 1.1K citations

Management, Behavioral Sciences, Psychology +17

First offers as anchors: The role of perspective-taking and negotiator focus.

Adam D. Galinsky, Thomas Mussweiler · Journal of Personality and Social Psychology · 2001 · 804 citations

Social Sciences, Social Psychology, Negotiation +6

Why It Pays to Get Inside the Head of Your Opponent

Adam D. Galinsky, William W. Maddux, Debra Gilin et al. · Psychological Science · 2008 · 716 citations

Social Sciences, Psychology, Social Psychology +13