Bias della torta fissa

Vi è la tendenza a ritenere che gli interessi di una persona siano diametralmente opposti agli interessi di un'altra
Authors
Title
Year
Source title
Volume
Cited by
DOI
Moran, S., Ritov, I.
Initial Perceptions in Negotiations: Evaluation and Response to 'Logrolling' Offers
2002
Journal of Behavioral Decision Making
15
31
10.1002/bdm.405
Bazerman, M.H., Moore, D.A., Gillespie, J.J.
The Human Mind as a Barrier to Wiser Environmental Agreements
1999
American Behavioral Scientist
42
25
10.1177/00027649921954868
Chang, L.J., Cheng, M.M., Trotman, K.T.
The effect of outcome and process accountability on customer-supplier negotiations
2013
Accounting, Organizations and Society
38
15
10.1016/j.aos.2012.12.002
Kienzler, M.
Value-based pricing and cognitive biases: An overview for business markets
2018
Industrial Marketing Management
68
13
10.1016/j.indmarman.2017.09.028
Mumpower, J.L., Sheffield, J., Darling, T.A., Milter, R.G.
The accuracy of post-negotiation estimates of the other negotiator's payoff
2004
Group Decision and Negotiation
13
9
10.1023/B:GRUP.0000031089.91654.26
Traavik, L.E.M.
Is bigger better? Dyadic and multiparty integrative negotiations
2011
International Journal of Conflict Management
22
8
10.1108/10444061111126701
Liu, W., Liu, L.A., Zhang, J.-D.
How to dissolve fixed-pie bias in negotiation? Social antecedents and the mediating effect of mental
2016
Journal of Organizational Behavior
37
6
10.1002/job.2025
Katz-Navon, T.Y., Goldschmidt, C.
Goal orientations in negotiations: The influence of goal orientations on fixed-pie perceptions and b
2009
International Journal of Psychology
44
3
10.1080/00207590701448012
Nalis, D., Schütz, A., Pastukhov, A.
The Bamberg Trucking Game: A paradigm for assessing the detection of win-win solutions in a potentia
2018
Frontiers in Psychology
9
10.3389/fpsyg.2018.00138
Guthrie, C., Robbennolt, J.K.
Negotiation and Bargaining: Role of Lawyers
2015
International Encyclopedia of the Social & Beh
10.1016/B978-0-08-097086-8.86086-9

Autori

Moran, S., Ritov, I.

Titolo

Initial Perceptions in Negotiations: Evaluation and Response to 'Logrolling' Offers

Anno

2002

Source Title

Journal of Behavioral Decision Making

Volume

15

Cited by

31

DOI

10.1002/bdm.405

Autori

Bazerman, M.H., Moore, D.A., Gillespie, J.J.

Titolo

The Human Mind as a Barrier to Wiser Environmental Agreements

Anno

1999

Source Title

American Behavioral Scientist

Volume

42

Cited by

25

DOI

10.1177/00027649921954868

Autori

Chang, L.J., Cheng, M.M., Trotman, K.T.

Titolo

The effect of outcome and process accountability on customer-supplier negotiations

Anno

2013

Source Title

Accounting, Organizations and Society

Volume

38

Cited by

15

DOI

10.1016/j.aos.2012.12.002

Autori

Kienzler, M.

Titolo

Value-based pricing and cognitive biases: An overview for business markets

Anno

2018

Source Title

Industrial Marketing Management

Volume

68

Cited by

13

DOI

10.1016/j.indmarman.2017.09.028

Autori

Mumpower, J.L., Sheffield, J., Darling, T.A., Milter, R.G.

Titolo

The accuracy of post-negotiation estimates of the other negotiator's payoff

Anno

2004

Source Title

Group Decision and Negotiation

Volume

13

Cited by

9

DOI

10.1023/B:GRUP.0000031089.91654.26

Autori

Traavik, L.E.M.

Titolo

Is bigger better? Dyadic and multiparty integrative negotiations

Anno

2011

Source Title

International Journal of Conflict Management

Volume

22

Cited by

8

DOI

10.1108/10444061111126701

Autori

Liu, W., Liu, L.A., Zhang, J.-D.

Titolo

How to dissolve fixed-pie bias in negotiation? Social antecedents and the mediating effect of mental

Anno

2016

Source Title

Journal of Organizational Behavior

Volume

37

Cited by

6

DOI

10.1002/job.2025

Autori

Katz-Navon, T.Y., Goldschmidt, C.

Titolo

Goal orientations in negotiations: The influence of goal orientations on fixed-pie perceptions and b

Anno

2009

Source Title

International Journal of Psychology

Volume

44

Cited by

3

DOI

10.1080/00207590701448012

Autori

Nalis, D., Schütz, A., Pastukhov, A.

Titolo

The Bamberg Trucking Game: A paradigm for assessing the detection of win-win solutions in a potentia

Anno

2018

Source Title

Frontiers in Psychology

Volume

9

Cited by

DOI

10.3389/fpsyg.2018.00138

Autori

Guthrie, C., Robbennolt, J.K.

Titolo

Negotiation and Bargaining: Role of Lawyers

Anno

2015

Source Title

International Encyclopedia of the Social & Beh

Volume

Cited by

DOI

10.1016/B978-0-08-097086-8.86086-9

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