Deal!: Du gibst mir, was ich will (German Edition)
Exploration of Stereotype Regeneration. Organizational Behavior and Human Decision Processes, 87(2), 386–409.
Kray, L. J., Thompson, L., & Galinsky, A. (2001). Battles of the Sexes: Gender Stereotype Confirmation and Reactance in Negotiations. Journal of Personality and Social Psychology, 80(6), 942–958.
Kunkel, A., Bräutigam, P., & Hatzelmann, E. (2010). Verhandeln nach Drehbuch.Aus Hollywood-Filmen für eigene Verhandlungen lernen. Heidelberg: Redline Wirtschaft.
Kwon, S., & Weingart, L. R. (2004). Unilateral Concessions From the Other Party: Concession Behavior, Attributions, and Negotiation Judgments. Journal of Applied Psychology, 89(2), 263–278.
Langer, E. J. (1989). Minding Matters. In L. Berkowitz (Hrsg .) Advances in Experimental Social Psychology (137–173). New York: Academic Press.
Latham, G., & Locke, E. (1991). Self-regulation Through Goal Setting. Organizational Behavior and Human Decision Processes, 50(2), 212–247.
Lax, D., & Sebenius, L. (1986). In The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain . New York: Free Press.
Lax, D. A., & Sebenius, J. K. (1991). Thinking Coalitionally: Party Arithmetic, Process Opportunism, and Strategic Sequencing. In H. P. Young (Hrsg.) Negotiation Analysis (153–193). Ann Arbor, MI: University of Michigan Press.
Lax, D., & Sebenius, J. K. (1992). The Manager as Negotiator: The Negotiator’s Dilemma: Creating and Claiming Value. In S. Goldberg, F. Sander & N. Rogers (Hrsg.). Dispute Resolution, (49–62). 2. Auf lage. Boston: Little Brown and Co.
Lax, D., & Sebenius, J. K. (2006). 3-d Negotiation: Powerful tools to change the game in your most important deals. Boston, Mass.: Harvard Business School Publishing. (aufgeführt als Lax/Sebenius)
Lerner, M. J. (1980). The Belief in a Just World: a Fundamental Delusion . New York: Plenum.
Lewicki, R. J., Barry, B., & Saunders, D. M. (2010). Negotiation. International Edition. 6. Auf lage. New York: McGraw Hill. (aufgeführt als Lewicki/Bary/ Saunders)
Lewin, K., Dembo, T., Festinger, L., & Sears, P. S. (194 4). Level of Aspiration. In J. McV. Hunt (Hrsg.), Personality and the Behavior Disorders (337–340). New York: Ronald Press.
Liebert, R. M., Smith, W. P., & Hill, J. H. (1968). The effects of information and magnitude of initial offer on interpersonal negotiation. Journal of Experimental Social Psychology, 4, 431–4 41.
Liebschutz, M. (1997). Negotiating the Best Deal Requires a Poker Strategy. The Wall Street Journal, 8. Juni, B1.
Liggett, D. R., & Hamada, S. (1993). Enhancing the Visualization of Gymnasts. American Journal of Clinical Hypnosis, 35(3), 190–197.
Lim, R. G., & Murnighan J. K. (1994). Phases, deadlines, and the bargaining process. Organizational Behavior and Human Decision Processes, 58, 153–171.
Locke, E., & Latham, G. (1984). Goal setting: A motivational technique that works! Englewood Cliffs, NJ: Prentice Hall.
Locke, E., & Latham, G. (1990). A Theory of Goal Setting and Task Performance. Englewood Cliffs, N. J.: Prentice-Hall.
Locke, K. D., & Horowitz, L. M. (1990). Satisfaction in Interpersonal Interactions as a Foundation of Similarity in Level of Dysphoria. Journal of Personality and Social Psychology, 58(5), 823–831.
Loewenstein, J., Morris, M. W., Chakravarti, A., Thompson, L., & Kopelman, S. (2005). At a loss for words: Dominating the conversation and the outcome in negotiation as a function of intricate arguments and communication media. Organizational Behavior and Human Decision Processes, 98, 28–38.
Loomes, G., & Sugden, R. (1982). Regret Theory: An Alternative Theory of Rational Choice Under Uncertainty. The Economic Journal, 92, 805–824.
Lowenstein, G., Issacharoff, S., Camerer, C., & Babcock, L. (1993). Self-Serving Assessments of Fairness and Pre-trial Bargaining. Journal of Legal Studies, 22(1), 135–159.
Machinov, E., & Monteil, J. (2002). The similarity-attraction relationship revisited: Divergence between the affective and behavioral facets of attraction. European Journal of Social Psychology, 32, 485–500.
Malhotra, D., & Bazerman, M. (2007). Investigative negotiation. Harvard Business Review, 85, 72–78.
Mannix, E. A., Thompson, L., & Bazerman, M. H. (1989). Negotiation in Small Groups. Journal of Applied Psychology, 74(3), 508–517.
Maslow, A. (194). A Theory of Human Motivation. Psychological Review, 50(4), 370–396.
McAfee, R. P. (1992). Amicable Divorce: Dissolving a Partnership with Simple Mechanisms.
Weitere Kostenlose Bücher