Negotiation

Field
Subfield
Domain
OpenAlex	C199776023

Smeal faculty

• Daniel R. Cahoy - score 2.6
• Arvind Rangaswamy - score 2.5
• Barbara L. Gray - score 2.1
• Mark W. Dirsmith - score 1.3
• Lisa L. Posey - score 1.2
• John Langley - score 0.9
• Eric P. Smith - score 0.8
• Keith J. Crocker - score 0.7
• Kira Schabram - score 0.7
• Sara Loughran Dommer - score 0.6
• Raghu B. Garud - score 0.6
• Hui Zhao - score 0.6
• Steven J. Huddart - score 0.5

Papers

• Path Creation as a Process of Mindful Deviation (1999) - cites 558
• Disentangling approaches to framing in conflict and negotiation research: A meta-paradigmatic perspective (2009) - cites 470
• Negotiating the Challenges of a Calling: Emotion and Enacted Sensemaking in Animal Shelter Work (2016) - cites 312
• Collaborating for Our Future (2018) - cites 269
• Budgeting as a means for control and loose coupling (1983) - cites 237
• Antecedents and Effects of Parent Control in International Joint Ventures (2001) - cites 217
• Using Computers to Realize Joint Gains in Negotiations: Toward an “Electronic Bargaining Table” (1997) - cites 209
• Developing Marketing Expert Systems: An Application to International Negotiations (1989) - cites 98
• Assessing the Predictive Accuracy of Two Utility-Based Theories in a Marketing Channel Negotiation Context (1986) - cites 73
• The social constitution of regulation: The endogenization of insider trading laws (2012) - cites 61
• The social value of hidden information in adverse selection economies (1992) - cites 45
• The Impact of Compulsory Licensing on Foreign Direct Investment: A Collective Bargaining Approach (2008) - cites 39
• Requirement or Promise? An Analysis of the First‐Mover Advantage in Quality Contracting (2014) - cites 29
• Ceding and Succeeding: How the Altruistic Can Benefit from the Selfish in Joint Decisions (2019) - cites 29
• Confronting Myths and Myopia on the Road from Doha (2007) - cites 15
• Shipper‐Carrier Contract Negotiation: (1988) - cites 14
• Strategic bargaining with firm inventories (1998) - cites 7
• Is Legal Harmonization Always Better? The Counter‐Case of Utility Models (2021) - cites 4
• Intellectual property exchanges and auctions: non-traditional mechanisms for technology transfer (2020) - cites 4
• The Impact of Fee-Shifting Tort Reform on Out-of-Court Settlements (2000) - cites 1
• Switching Cost, Competition, and Pricing in the Property/Casualty Insurance Market for Large Commercial Accounts (2003) - cites 1