EFFECTS OF EXTREMITY OF OFFERS AND CONCESSION RATE ON OUTCOMES OF BARGAINING

被引：78

作者：

BENTON, AA

LIEBLING, B

KELLEY, HH

机构：

来源：

JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY | 1972年 / 24卷 / 01期

关键词：

D O I：

10.1037/h0033368

中图分类号：

B84 [心理学];

学科分类号：

04 ; 0402 ;

摘要：

引用

页码：73 / &

共 11 条

[1] OPENING OFFER AND FREQUENCY OF CONCESSION AS BARGAINING STRATEGIES [J].

CHERTKOFF, JM ;

CONLEY, M .

JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY, 1967, 7 (2P1) :181-+

[2] REACTIONS OF NEGROES IN A BIRACIAL BARGAINING SITUATION [J].

HATTON, JM .

JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY, 1967, 7 (3P1) :301-&

[3]

IKLE FC, 1964, HOW NATIONS NEGOTIAT

[4] BARGAINING AND CONCESSION MAKING UNDER BILATERAL MONOPOLY [J].

KOMORITA, SS ;

BRENNER, AR .

JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY, 1968, 9 (01) :15-&

[5]

LEIBERT R, 1968, J EXPT SOCIAL PSYCHO, V4, P431

[6] REWARD AND SCORE FEEDBACK AS DETERMINANTS OF COOPERATIVE AND COMPETITIVE GAME BEHAVIOR [J].

MCCLINTOCK, CG ;

MCNEEL, SP .

JOURNAL OF PERSONALITY AND SOCIAL PSYCHOLOGY, 1966, 4 (06) :606-+

[7]

Osgood Charles E., 1962, ALTERNATIVE WAR SURR

[8] EFFECT OF TIME PRESSURE TIME ELAPSED AND OPPONENTS CONCESSION RATE ON BEHAVIOR IN NEGOTIATION [J].

PRUITT, DG ;

DREWS, JL .

JOURNAL OF EXPERIMENTAL SOCIAL PSYCHOLOGY, 1969, 5 (01) :43-&

[9]

Schelling TC, 1963, STRATEGY CONFLICT

[10]

Siegel S., 1960, BARGAINING GROUP DEC

← 1 2 →