A Look into the Mind of the Negotiator: Mental Models in Negotiation

By L. Van Boven, Leigh Thompson. 2003

124 citations recorded by the source corpus.

Subfields: Organizational Behavior and Human Resource Management, Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/4c0ce09205911ca413dd69f13925f9a67bb05190

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Organizational Behavior and Human Resource Management

1. Katherine Hamilton
2. Susan Mohammed
3. Lori A. Ferzandi

In Social Psychology

1. Katherine Hamilton
2. Lori A. Ferzandi
3. Susan Mohammed
4. Kai Hockerts
5. K. Nielsen
6. R. Randall
7. Steve W. J. Kozlowski
8. Kyle Lewis

In Sociology and Political Science

1. Katherine Hamilton
2. Susan Mohammed
3. Lori A. Ferzandi

Citations in the corpus

• Metaphor No More: A 15-Year Review of the Team Mental Model Construct (2010, background): “In a negotiation context, Van Boven and Thompson (2003) found that experiential training (hands-on learning) was more effective than didactic training (a simple explanation of concepts) in building accurate dyadic mental models on integrative processes.”