The influence of reward magnitude, opening bid and concession rate on profit earned in a managerial negotiation game
- 1 May 1974
- journal article
- research article
- Published by Wiley in Behavioral Science
- Vol. 19 (3) , 197-203
- https://doi.org/10.1002/bs.3830190305
Abstract
No abstract availableKeywords
This publication has 15 references indexed in Scilit:
- Personality, Bargaining Style and Payoff in Bilateral Monopoly Bargaining Among European ManagersSociometry, 1973
- Applicability of the big lie technique and the last clear chance doctrine to bargaining.Journal of Personality and Social Psychology, 1971
- Effects of pressures to reach agreement in bargaining.Journal of Personality and Social Psychology, 1969
- Bargaining and concession making under bilateral monopoly.Journal of Personality and Social Psychology, 1968
- Power, the use of power, and cooperative choice in a two-person game.Journal of Personality and Social Psychology, 1968
- Opening offer and frequency of concession as bargaining strategies.Journal of Personality and Social Psychology, 1967
- Effects of increased incentives upon the use of threat in bargaining.Journal of Personality and Social Psychology, 1966
- Reward and score feedback as determinants of cooperative and competitive game behavior.Journal of Personality and Social Psychology, 1966
- Effect of unilateral promise and value of rewards upon cooperation and trust.The Journal of Abnormal and Social Psychology, 1964
- The effect of threat upon interpersonal bargaining.The Journal of Abnormal and Social Psychology, 1960