Face threat sensitivity in distributive negotiations : effects on negotiator self-esteem and demands
Year of publication: |
2020
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Authors: | Tuncel, Ece ; Kong, Dejun ; McLean Parks, Judi ; Kleef, Gerben A. van |
Published in: |
Organizational behavior and human decision processes : a journal of fundamental research and theory in applied psychology. - Amsterdam [u.a.] : Elsevier, ISSN 0749-5978, ZDB-ID 629198-3. - Vol. 161.2020, p. 255-273
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Subject: | Face threat sensitivity | Negotiation | Global self-esteem | Performance self-esteem | Competitiveness | Demand level | Verhandlungen | Negotiations | Verhandlungstheorie | Bargaining theory |
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