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R. Pinkley


Research coAuthored with College of Business Faculty

Journal Articles

"Stairways to heaven: An interlocking self-regulation model of negotiation." J. Brett, G. Northcraft, R. Pinkley, Academy of Management Review, (24) 4 435-451 1999

"Dimensions of managerial third-party dispute intervention." R. Pinkley, J. Brittain, M. Neale, G. Northcraft, Journal of Applied Psychology, (80) 386-402 1995

"Fixed pie a la mode: Information availability, information processing, and the negotiation of sub-optimal agreements." R. Pinkley, T. Griffith, G. Northcraft, Organizational Behavior and Human Decision Processes, (62) 101-112 1995

"Conflict frames of reference: Implications for dispute processes and outcomes." R. Pinkley, G. Northcraft, Academy of Management Journal, (37) 193-205 1994


"Get Paid What You're Worth: The Expert Negotiator's Guide to Salary and Compensation Negotiation." R. Pinkley, G. Northcraft, St. Martin's Press: New York, 2000


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