Caught Telling the Truth: Effects of Honesty and Communication Media in Distributive Negotiations

The moderator-mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations.

Reuben M. Baron, David A. Kenny · Journal of Personality and Social Psychology · 1986 · 72.1K citations

Social Sciences, Psychology, Social Psychology +10

The moderator–mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations.

Reuben M. Baron, David A. Kenny · Journal of Personality and Social Psychology · 1986 · 70.7K citations

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The Norm of Reciprocity: A Preliminary Statement

Alvin W. Gouldner · American Sociological Review · 1960 · 11.8K citations

Social Sciences, Philosophy, Social Psychology +7

Passions within reason: the strategic role of the emotions

Choice Reviews Online · 1989 · 3K citations

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The Art and Science of Negotiation.

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

Management, Conflict Studies, Contract Law +16