Adoption of cognitive reference points in negotiations

This publication has 16 references indexed in Scilit:

• Experts, amateurs, and real estate: An anchoring-and-adjustment perspective on property pricing decisions
  Published by Elsevier ,2004
• Reference points, anchors, norms, and mixed feelings
  Published by Elsevier ,2004
• Effects of Gain-Loss Frames in Negotiation: Loss Aversion, Mismatching, and Frame Adoption
  Organizational Behavior and Human Decision Processes, 1994
• Alternative Models of Price Behavior in Dyadic Negotiations: Market Prices, Reservation Prices, and Negotiator Aspirations
  Organizational Behavior and Human Decision Processes, 1994
• Loss Aversion in Riskless Choice: A Reference-Dependent Model
  The Quarterly Journal of Economics, 1991
• The framing of negotiations: Contextual versus task frames
  Organizational Behavior and Human Decision Processes, 1987
• Integrative bargaining in a competitive market
  Organizational Behavior and Human Decision Processes, 1985
• Prospect Theory: An Analysis of Decision under Risk
  Econometrica, 1979
• Effects of bargaining strategy and pressure to reach agreement in a stalemated negotiation.
  Journal of Personality and Social Psychology, 1974
• Effects of extremity of offers and concession rate on the outcomes of bargaining.
  Journal of Personality and Social Psychology, 1972