From OBTnotes
Related Reading
- Baron, R. A., Fortin, S. P., Frei, R. L., Hauver, L. A., & Shack, M. L. (1990). Reducing organizational conflict: The role of socially-induced positive affect. International Journal of Conflict Management, 1(2), 133-152.
- Bazerman, M. H., & Neale, M. A. (1986). Heuristics in Negotiation: Limitations to Effective Dispute Resolution. In Judgment and decision making: An interdisciplinary reader (pp. 311-321). New York, NY, US: Cambridge University Press.
- Carnevale, P., & Pruitt, D. G. (1992). Negotiation and mediation. Annual Review of Psychology, 43, 531-582.
- Curhan, J. R., Elfenbein, H. A., & Xu, H. (2006). What do people value when they negotiate? Mapping the domain of subjective value in negotiation. Journal of personality and social psychology, 91(3), 493-512.
- Drolet, A. L., & Morris, M. W. (2000). Rapport in Conflict Resolution: Accounting for How Face-to-Face Contact Fosters Mutual Cooperation in Mixed-Motive Conflicts. Journal of Experimental Social Psychology, 36(1), 26-50.
- Galinsky, A. D., Mussweiler, T., & Medvec, V. H. (2002). Disconnecting outcomes and evaluations: the role of negotiator focus. Journal of personality and social psychology, 83(5), 1131-40.
- Gelfand, M., Major, V., Raver, J., Nishii, L., & O'Brien, K. (2006). Negotiating Relationally: The Dynamics of the Relational Self in Negotiations. The Academy of Management Review, 31(2), 427-451.
- Kersten, G. E. (2001). Modeling Distributive and Integrative Negotiations. Review and Revised Characterization. Group Decision and Negotiation, 10(6), 493-514. doi: 10.1023/A:1012256222803.
- Loewenstein, G. F., Thompson, L., & Bazerman, M. H. (1989). Social utility and decision making in interpersonal contexts. Journal of Personality and Social Psychology, 57(3), 426-441.
- Oliver, R. L., & Balakrishnan, P. V. (1994). Outcome Satisfaction in Negotiation: A Test of Expectancy Disconfirmation. Organizational Behavior and Human Decision Processes, 60(2), 252-275. doi: 10.1006/obhd.1994.1083.
- Pruitt, D. G., & Lewis, S. A. (1975). Development of integrative solutions in bilateral negotiation. Journal of Personality and Social Psychology, 31(4), 621-633.
- Roth, A. E., Chatterjee, K., Wilson, R., Rosenthal, R. W., Fudenberg, D., Levine, D., et al. (1985). Game-Theoretic Models of Bargaining. . Cambridge, MA: Cambridge University Press.
- Rubin, J. Z., & Brown, B. R. (1975). The Social Psychology of Bargaining and Negotiation. . Academic Press.