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Is there a place for sympathy in negotiation? : finding strength in weakness
Shirako, Aiwa; Kilduff, Gavin J.; Kray, Laura J. - In: Organizational behavior and human decision processes : … 131 (2015), pp. 95-109
Persistent link: https://www.econbiz.de/10011422323
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Punishing female negotiators for asserting too much ... or not enough : exploring why advocacy moderates backlash against assertive female negotiators
Amanatullah, Emily T.; Tinsley, Catherine H. - In: Organizational behavior and human decision processes : … 120 (2013) 1, pp. 110-122
Persistent link: https://www.econbiz.de/10009717875
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A counterpart's feminine face signals cooperativeness and encourages negotiators to compete
Gladstone, Eric; O'Connor, Kathleen M. - In: Organizational behavior and human decision processes : … 125 (2014) 1, pp. 18-25
Persistent link: https://www.econbiz.de/10010404482
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Setting the stage for negotiations : how superordinate goal dialogues promote trust and joint gain in negotiations between teams
Swaab, Roderick I.; Lount, Robert B.; Chung, Seunghoo; … - In: Organizational behavior and human decision processes : … 167 (2021), pp. 157-169
Persistent link: https://www.econbiz.de/10013258801
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Going far together by being here now : mindfulness increases cooperation in negotiations
Masters-Waage, Theodore C.; Nai, Jared; Reb, Jochen; … - In: Organizational behavior and human decision processes : … 167 (2021), pp. 189-205
Persistent link: https://www.econbiz.de/10013258817
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Multi-issue offers strategy and joint gains in negotiations : how low-trust negotiators get things done
Yao, Jingjing; Brett, Jeanne M.; Zhang, Zhi-Xue; … - In: Organizational behavior and human decision processes : … 162 (2021), pp. 9-23
Persistent link: https://www.econbiz.de/10012495450
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The power of lost alternatives in negotiations
Brady, Garrett L.; Inesi, M. Ena; Mußweiler, Thomas - In: Organizational behavior and human decision processes : … 162 (2021), pp. 59-80
Persistent link: https://www.econbiz.de/10012495453
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Negotiation
Brett, Jeanne M.; Thompson, Leigh L. - In: Organizational behavior and human decision processes : … 136 (2016), pp. 68-79
Persistent link: https://www.econbiz.de/10011596288
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Mad and misleading : incidental anger promotes deception
Yip, Jeremy A.; Schweitzer, Maurice E. - In: Organizational behavior and human decision processes : … 137 (2016), pp. 207-217
Persistent link: https://www.econbiz.de/10011619038
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Face threat sensitivity in distributive negotiations : effects on negotiator self-esteem and demands
Tuncel, Ece; Kong, Dejun; McLean Parks, Judi; Kleef, … - In: Organizational behavior and human decision processes : … 161 (2020), pp. 255-273
Persistent link: https://www.econbiz.de/10012428955