This document has not been cited yet.

1. Autio M, Wilska TA, Kaartinen R, Lähteenmaa J (2009) The use of small instant loans among young adults—a gateway to consumer insolvency. Int J Consum Stud 33: 407–415.
   Paper not yet in RePEc: Add citation now
   

2. Barry B (2008) Negotiator affect: the state of the art (and the science). Group Decis Negot 17: 97–105.

3. Barry B, Oliver RL (1996) Affect in dyadic negotiation: a model and propositions. Organ Behav Hum Dec 67: 127–143.

4. Bell DE (1982) Regret in decision making under uncertainty. Oper Res 5: 960–981.

5. Brendl CM, Higgins ET (1996) Principles of judging valence: what makes events positive or negative?. In: Zanna MP (ed) Advances in experimental social psychology, vol 28. Academic Press, New York, pp 95–160.
   Paper not yet in RePEc: Add citation now
   

6. Brown S, Taylor K, Price SW (2005) Debt and distress: evaluating the psychological cost of credit. J Econ Psychol 26: 624–663.

7. Chen H, Volpe RP (1998) An analysis of personal financial literacy among college students. Financ Services Rev 7: 107–128.

8. Connolly T, Reb J (2003) Omission bias in vaccination decisions: where’s the “omission”? Where’s the “bias”?. Organ Behav Hum Dec 91: 186–202.

9. Davies E, Lea SEG (1995) Student attitudes to student debt. J Econ Psychol 16: 663–679.

10. De Dreu DKW, Weingart LR, Kwon S (2000) Influence of social motives on integrative negotiation: a metaanalytic review and test of two theories. J Pers Soc Psychol 78: 889–905.
    Paper not yet in RePEc: Add citation now
    

11. Druckman D (1994) Determinants of compromising behavior in negotiation. J Conflict Resolut 28: 507–556.

12. Druckman D, Olekalns M (2008) Emotions in negotiations. Group Decis Negot 17: 1–11.

13. Fisher R, Ury W (1981) Getting to yes: negotiating agreement without giving in. Houghton Mills, Boston.
    Paper not yet in RePEc: Add citation now
    

14. Flint TA (1997) Predicting student loan defaults. J High Educ 68: 322–354.

15. Forgas JP (1998) On feeling good and getting your way: mood effects on negotiator cognition and bargaining strategies. J Pers Soc Psychol 74: 565–577.
    Paper not yet in RePEc: Add citation now
    

16. Gruder CL (1971) Relations with opponent and partner in mixed-motive bargaining. J Conflict Resolut 15: 403–416.

17. Haultain S, Kemp S, Chernyshenko OS (2010) The structure of attitudes to student debt. J Econ Psychol 31: 322–330.

18. Hayhoe CR, Leach L, Allen MW, Edwards R (2005) Credit cards held by college students. Financ Counsel Plan 16(1): 1–10.
    Paper not yet in RePEc: Add citation now
    

19. Hayhoe CR, Leach L, Turner PR (1999) Discriminating the number of credit cards held by college students using credit and money attitudes. J Econ Psychol 20: 643–656.

20. Hetts JJ, Boninger DS, Armor DA, Gleicher F, Nathanson A (2000) The influence of anticipated counterfactual regret on behavior. Psychol Market 17: 345–368.
    Paper not yet in RePEc: Add citation now
    

21. Hoelzl E, Pollai M, Kamleitner B (2009) Experience, prediction and recollection of loan burden. J Econ Psychol 30: 446–454.

22. Jones JE (2005) College students’ knowledge and use of credit. Finan Counsel Plan 16(2): 9–16.
    Paper not yet in RePEc: Add citation now
    
23. Josephs RA, Larrick RP, Steele CM, Nisbett RE (1992) Protecting the self from the negative consequences of risky decisions. J Pers Soc Psychol 62: 26–37.
    Paper not yet in RePEc: Add citation now
    
24. Kardes FR (1994) Consumer judgment and decision processes. In: Wyer RS, Srull TK (eds) Handbook of social cognition, vol 2, 2nd edn. Lawrence Erlbaum Associates, Hillsdale, pp 399–466.
    Paper not yet in RePEc: Add citation now
    
25. Larrick RP (1993) Motivational factors in decision theories: the role of self-protection. Psychol Bull 113: 440–450.
    Paper not yet in RePEc: Add citation now
    

26. Larrick RP, Boles TL (1995) Avoiding regret in decisions with feedback: a negotiation example. Organ Behav Hum Dec 63: 87–97.

27. Lemon KN, White TB, Winer RS (2002) Dynamic customer relationships: incorporating future considerations into the service retention decision. J Market 66: 1–14.
    Paper not yet in RePEc: Add citation now
    

28. Lewis A, van Venrooij M (1995) A note on the perceptions of loan duration and repayment. J Econ Psychol 16: 161–168.

29. Loomes G, Sugden R (1982) Regret theory: an alternative theory of rational choice under uncertainty. Econ J 92: 805–824.

30. Magee JC, Galinsky AD, Gruenfeld DH (2007) Power, propensity to negotiate, and moving first in competitive interactions. Pers Soc Psychol Bull 33: 200–212.
    Paper not yet in RePEc: Add citation now
    

31. Pieters R, Zeelenberg M (2005) On bad decisions and deciding badly: when intention-behavior inconsistency is regrettable. Organ Behav Hum Dec 97: 18–30.

32. Raiffa H (1982) The art and science of negotiation. Harvard University Press, Cambridge.
    Paper not yet in RePEc: Add citation now
    

33. Reb J (2008) Regret aversion and decision process quality: effects of regret salience on decision process carefulness. Organ Behav Hum Dec 105: 169–182.

34. Richard R, Vander Pligt J, De Vries NK (1996) Anticipated regret and time perspective: changing sexual risk-taking behavior. J Behav Decis Making 9: 185–199.
    Paper not yet in RePEc: Add citation now
    

35. Ritov L, Baron J (1995) Outcome knowledge, regret and omission bias. Organ Behav Hum Dec 64: 119–127.

36. Roberts JA, Jones E (2001) Money attitudes, credit card use, and compulsive buying among American college students. J Consum Aff 35: 213–240.
    Paper not yet in RePEc: Add citation now
    

37. Simonson I (1992) The influence of anticipating regret and responsibility on purchase decisions. J Consum Res 19: 105–118.

38. Stuhlmacher AF, Champagne MV (2000) The impact of time pressure and information on negotiation process and outcome. Group Decis Negot 9: 471–491.

39. Wang J, Xiao JJ (2009) Buying behaviour, social support and credit card indebtedness of college students. Int J Consum Stud 33: 2–10.
    Paper not yet in RePEc: Add citation now
    
40. Warwick J, Mansfield P (2000) Credit card consumers: college students’ knowledge and attitude. J Consum Mark 17: 617–626.
    Paper not yet in RePEc: Add citation now
    
41. White TB, Lemon KN, Hogan JE (2007) Customer retention when the customer’s future usage is uncertain. Psychol Market 24: 849–870.
    Paper not yet in RePEc: Add citation now
    

42. Zeelenberg M, Beattie J (1997) Consequences of regret aversion 2: additional evidence for effects of feedback on decision making. Organ Behav Hum Dec 72: 63–78.

43. Zeelenberg M, Beattie J, Vander Pligt J, De Vries NK (1996) Consequences of regret aversion: effects of expected feedback on risky decision making. Organ Behav Hum Dec 65: 148–158.

44. Zeelenberg M, Pieters R (2004) Consequences of regret aversion in real life: the case of the Dutch postcode lottery. Organ Behav Hum Dec 93: 155–168.

45. Zeelenberg M, Pieters R (2007) A theory of regret regulation 1.0. J Consum Psychol 17: 3–18.
    Paper not yet in RePEc: Add citation now
    

1. Trust Building via Negotiation: Immediate versus Lingering Effects of General Trust and Negotiator Satisfaction. (2021). Yao, Jingjing ; Storme, Martin.
   In: Group Decision and Negotiation.
   RePEc:spr:grdene:v:30:y:2021:i:3:d:10.1007_s10726-020-09721-y.

   Full description at Econpapers || Download paper

2. How Angry are You? Anger Intensity, Demand and Subjective Value in Multi-round Distributive Electronic Negotiation. (2021). Venkiteswaran, Sriram ; Sundarraj, Rangaraja P.
   In: Group Decision and Negotiation.
   RePEc:spr:grdene:v:30:y:2021:i:1:d:10.1007_s10726-020-09710-1.

   Full description at Econpapers || Download paper

3. Peer Ostracism as a Sanction Against Wrongdoers and Whistleblowers. (2021). Curtis, Mary B ; Robertson, Jesse C ; Fayard, Dutch L ; Cockrell, Cameron R.
   In: Journal of Business Ethics.
   RePEc:kap:jbuset:v:174:y:2021:i:2:d:10.1007_s10551-020-04596-0.

   Full description at Econpapers || Download paper

4. Going far together by being here now: Mindfulness increases cooperation in negotiations. (2021). Masters-Waage, Theodore C ; Sim, Samantha ; Tan, Noriko ; Reb, Jochen ; Narayanan, Jayanth ; Nai, Jared.
   In: Organizational Behavior and Human Decision Processes.
   RePEc:eee:jobhdp:v:167:y:2021:i:c:p:189-205.

   Full description at Econpapers || Download paper

5. Take the Right Turn: The Role of Social Signals and Action–Reaction Sequences in Enacting Turning Points in Negotiations. (2020). Griessmair, Michele ; Gettinger, Johannes.
   In: Group Decision and Negotiation.
   RePEc:spr:grdene:v:29:y:2020:i:3:d:10.1007_s10726-020-09664-4.

   Full description at Econpapers || Download paper

6. The Lemon Car Game Across Cultures: Evidence of Relational Rationality. (2019). Verwaart, Tim ; Yorke-Smith, Neil ; Hofstede, Gert Jan ; Jonker, Catholijn M.
   In: Group Decision and Negotiation.
   RePEc:spr:grdene:v:28:y:2019:i:5:d:10.1007_s10726-019-09630-9.

   Full description at Econpapers || Download paper

7. Are You Angry (Happy, Sad) or Aren’t You? Emotion Detection Difficulty in Email Negotiation. (2019). Parlamis, Jennifer ; Laubert, Christoph.
   In: Group Decision and Negotiation.
   RePEc:spr:grdene:v:28:y:2019:i:2:d:10.1007_s10726-018-09611-4.

   Full description at Econpapers || Download paper

8. No Rage Against the Machine: How Computer Agents Mitigate Human Emotional Processes in Electronic Negotiations. (2018). Teubner, Timm ; Gimpel, Henner.
   In: Group Decision and Negotiation.
   RePEc:spr:grdene:v:27:y:2018:i:4:d:10.1007_s10726-018-9579-5.

   Full description at Econpapers || Download paper

9. I Expected More from You: The Influence of Close Relationships and Perspective Taking on Negotiation Offers. (2018). Ramirez-Marin, Jimena ; Munduate, Lourdes ; Ramirez-Fernandez, Jaime.
   In: Group Decision and Negotiation.
   RePEc:spr:grdene:v:27:y:2018:i:1:d:10.1007_s10726-017-9548-4.

   Full description at Econpapers || Download paper

10. Analyzing the Multiple Dimensions of Negotiation Processes. (2016). Vetschera, Rudolf ; Hippmann, Patrick ; Filzmoser, Michael.
    In: Group Decision and Negotiation.
    RePEc:spr:grdene:v:25:y:2016:i:6:d:10.1007_s10726-016-9477-7.

    Full description at Econpapers || Download paper

11. Mad and misleading: Incidental anger promotes deception. (2016). Schweitzer, Maurice E ; Yip, Jeremy A.
    In: Organizational Behavior and Human Decision Processes.
    RePEc:eee:jobhdp:v:137:y:2016:i:c:p:207-217.

    Full description at Econpapers || Download paper

12. Ethical negotiation values of Chinese negotiators. (2016). Ng, Tsz Shing ; Chan, Sow Hup .
    In: Journal of Business Research.
    RePEc:eee:jbrese:v:69:y:2016:i:2:p:823-830.

    Full description at Econpapers || Download paper

13. Accounting for reciprocity in negotiation and social exchange. (2015). Jang, Daisung ; Bottom, William P ; Boumgarden, Peter A ; Mislin, Alexandra A.
    In: Judgment and Decision Making.
    RePEc:jdm:journl:v:10:y:2015:i:6:p:571-589.

    Full description at Econpapers || Download paper

14. Friend or foe? The impact of relational ties with comparison others on outcome fairness and satisfaction judgments. (2015). Venkataramani, Vijaya ; Sherf, Elad N..
    In: Organizational Behavior and Human Decision Processes.
    RePEc:eee:jobhdp:v:128:y:2015:i:c:p:1-14.

    Full description at Econpapers || Download paper

15. Emotional Change in International Negotiation: Analyzing the Camp David Accords Using Cognitive-Affective Maps. (2014). Findlay, Scott D ; Thagard, Paul.
    In: Group Decision and Negotiation.
    RePEc:spr:grdene:v:23:y:2014:i:6:d:10.1007_s10726-011-9242-x.

    Full description at Econpapers || Download paper

16. The Conceptual Structure of Social Disputes. (2014). Schrder, Tobias ; Homer-Dixon, Thomas ; Mock, Steven J ; Thagard, Paul ; Milkoreit, Manjana.
    In: SAGE Open.
    RePEc:sae:sagope:v:4:y:2014:i:1:p:2158244014526210.

    Full description at Econpapers || Download paper

17. Winning a battle but losing the war: On the drawbacks of using the anchoring tactic in distributive negotiations. (2014). Maaravi, Yossi ; Ganzach, Yoav ; Pazy, Asya.
    In: Judgment and Decision Making.
    RePEc:jdm:journl:v:9:y:2014:i:6:p:548-557.

    Full description at Econpapers || Download paper

18. The Effect of Feedback on Process and Outcome of Loan Negotiations: Consequences on Risk Aversion and the Willingness to Compromise. (2013). , Mariapollai ; Hahn, Luise ; Masak, Jan ; Hoelzl, Erik.
    In: Group Decision and Negotiation.
    RePEc:spr:grdene:v:22:y:2013:i:3:d:10.1007_s10726-012-9282-x.

    Full description at Econpapers || Download paper

19. Expectation Confirmation in Technology Use. (2012). Venkatesh, Viswanath ; Brown, Susan A ; Goyal, Sandeep.
    In: Information Systems Research.
    RePEc:inm:orisre:v:23:y:2012:i:2:p:474-487.

    Full description at Econpapers || Download paper

20. After the deal: Talk, trust building and the implementation of negotiated agreements. (2011). Bottom, William P. ; Campagna, Rachel L. ; Mislin, Alexandra A..
    In: Organizational Behavior and Human Decision Processes.
    RePEc:eee:jobhdp:v:115:y:2011:i:1:p:55-68.

    Full description at Econpapers || Download paper

21. Can Nervous Nelly negotiate? How anxiety causes negotiators to make low first offers, exit early, and earn less profit. (2011). Schweitzer, Maurice E. ; Brooks, Alison Wood.
    In: Organizational Behavior and Human Decision Processes.
    RePEc:eee:jobhdp:v:115:y:2011:i:1:p:43-54.

    Full description at Econpapers || Download paper

22. Constructing a Network of Shared Agreement: A Model of Communication Processes in Negotiations. (2010). Nowak, Andrzej ; Jochemczyk, Lukasz W.
    In: Group Decision and Negotiation.
    RePEc:spr:grdene:v:19:y:2010:i:6:d:10.1007_s10726-009-9165-y.

    Full description at Econpapers || Download paper

23. The Influence of Past Negotiations on Negotiation Counterpart Preferences. (2010). Reb, Jochen.
    In: Group Decision and Negotiation.
    RePEc:spr:grdene:v:19:y:2010:i:5:d:10.1007_s10726-008-9130-1.

    Full description at Econpapers || Download paper

24. How suspicion mitigates the effect of influence tactics. (2010). Oza, Shweta S. ; Koukova, Nevena T. ; Srivastava, Joydeep.
    In: Organizational Behavior and Human Decision Processes.
    RePEc:eee:jobhdp:v:112:y:2010:i:1:p:1-10.

    Full description at Econpapers || Download paper

25. The impact of expectation of future negotiation interaction on bargaining processes and outcomes. (2010). BALAKRISHNAN, P.V. (Sundar) ; Patton, Charles .
    In: Journal of Business Research.
    RePEc:eee:jbrese:v:63:y:2010:i:8:p:809-816.

    Full description at Econpapers || Download paper

26. When happiness pays in negotiation. (2009). Rubaltelli, Enrico ; Rumiati, Rino ; Kleef, Gerben ; Pietroni, Davide .
    In: Mind & Society: Cognitive Studies in Economics and Social Sciences.
    RePEc:spr:minsoc:v:8:y:2009:i:1:p:77-92.

    Full description at Econpapers || Download paper

27. Exploring the Cognitive-Emotional Fugue in Electronic Negotiations. (2009). Koeszegi, Sabine T ; Griessmair, Michele.
    In: Group Decision and Negotiation.
    RePEc:spr:grdene:v:18:y:2009:i:3:d:10.1007_s10726-009-9155-0.

    Full description at Econpapers || Download paper

28. Emotions in negotiation. (2008). Olekalns, Mara ; Druckman, Daniel.
    In: Group Decision and Negotiation.
    RePEc:spr:grdene:v:17:y:2008:i:1:d:10.1007_s10726-007-9091-9.

    Full description at Econpapers || Download paper

29. Cultural variation in response to strategic emotions in negotiations. (2008). Kopelman, Shirli ; Rosette, Ashleigh Shelby.
    In: Group Decision and Negotiation.
    RePEc:spr:grdene:v:17:y:2008:i:1:d:10.1007_s10726-007-9087-5.

    Full description at Econpapers || Download paper

30. Negotiator affect: the state of the art (and the science). (2008). Barry, Bruce.
    In: Group Decision and Negotiation.
    RePEc:spr:grdene:v:17:y:2008:i:1:d:10.1007_s10726-007-9086-6.

    Full description at Econpapers || Download paper

31. Fairness, Feelings, and Ethical Decision- Making: Consequences of Violating Community Standards of Fairness. (2008). Schweitzer, Maurice ; Gibson, Donald.
    In: Journal of Business Ethics.
    RePEc:kap:jbuset:v:77:y:2008:i:3:p:287-301.

    Full description at Econpapers || Download paper

32. —Does Demand Fall When Customers Perceive That Prices Are Unfair? The Case of Premium Pricing for Large Sizes. (2008). Anderson, Eric T. ; Simester, Duncan I..
    In: Marketing Science.
    RePEc:inm:ormksc:v:27:y:2008:i:3:p:492-500.

    Full description at Econpapers || Download paper

33. Current trends in business negotiation research: An overview of articles published 1996-2005. (2007). Agndal, Henrik.
    In: SSE/EFI Working Paper Series in Business Administration.
    RePEc:hhb:hastba:2007_003.

    Full description at Econpapers || Download paper

34. Getting Past No: Gender and the Propensity to Persist in Negotiation. (2007). Bowles, Hannah Riley ; Flynn, Francis J..
    In: Working Paper Series.
    RePEc:ecl:harjfk:rwp07-063.

    Full description at Econpapers || Download paper

35. Emotion in Organizations: A Review in Stages. (2007). Elfenbein, Hillary Anger.
    In: Institute for Research on Labor and Employment, Working Paper Series.
    RePEc:cdl:indrel:qt2bn0n9mv.

    Full description at Econpapers || Download paper

36. The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations. (2006). Kopelman, Shirli ; Thompson, Leigh ; Rosette, Ashleigh Shelby.
    In: Organizational Behavior and Human Decision Processes.
    RePEc:eee:jobhdp:v:99:y:2006:i:1:p:81-101.

    Full description at Econpapers || Download paper

37. What makes negotiators happy? The differential effects of internal and external social comparisons on negotiator satisfaction. (2004). Novemsky, Nathan ; Schweitzer, Maurice E..
    In: Organizational Behavior and Human Decision Processes.
    RePEc:eee:jobhdp:v:95:y:2004:i:2:p:186-197.

    Full description at Econpapers || Download paper

38. Do You a Favor? Social Implications of High Aspirations in Negotiation. (2004). Babcock, Linda ; Lai, Lei ; Bowles, Hannah Riley .
    In: Working Paper Series.
    RePEc:ecl:harjfk:rwp04-033.

    Full description at Econpapers || Download paper

39. Long and Short Routes to Success in Electronically Mediated Negotiations: Group Affiliations and Good Vibrations, , , , , ,. (1999). Kurtzberg, Terri R. ; Morris, Michael W. ; Thompson, Leigh L. ; Moore, Don A..
    In: Organizational Behavior and Human Decision Processes.
    RePEc:eee:jobhdp:v:77:y:1999:i:1:p:22-43.

    Full description at Econpapers || Download paper

40. Consequences of Regret Aversion 2: Additional Evidence for Effects of Feedback on Decision Making. (1997). Zeelenberg, Marcel ; Beattie, Jane.
    In: Organizational Behavior and Human Decision Processes.
    RePEc:eee:jobhdp:v:72:y:1997:i:1:p:63-78.

    Full description at Econpapers || Download paper

41. The Influence of Anger and Compassion on Negotiation Performance. (1997). Allred, Keith G. ; Mallozzi, John S. ; Matsui, Fusako ; Raia, Christopher P..
    In: Organizational Behavior and Human Decision Processes.
    RePEc:eee:jobhdp:v:70:y:1997:i:3:p:175-187.

    Full description at Econpapers || Download paper

Report date: 2025-09-15 10:37:23 || Missing content? Let us know