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Beyond negotiated outcomes : the hidden costs of anger expression in dyadic negotiation
Wang, Lu; Northcrsft, Gregory B.; Kleef, Gerben A. Van - In: Organizational behavior and human decision processes : … 119 (2012) 1, pp. 54-63
Persistent link: https://www.econbiz.de/10009580566
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The interpersonal effects of emotion intensity in customer service : perceived appropriateness and authenticity of attendants' emotional displays shape customer trust and satisfact...
Cheshin, Arik; Amit, Adi; Kleef, Gerben A. van - In: Organizational behavior and human decision processes : … 144 (2018), pp. 97-111
Persistent link: https://www.econbiz.de/10011843755
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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
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Interest (mis)alignments in representative negotiations: Do pro-social agents fuel or reduce inter-group conflict?
Aaldering, Hillie; Greer, Lindred L.; Van Kleef, Gerben A. - In: Organizational behavior and human decision processes : … 120 (2013) 2, pp. 240-250
Persistent link: https://www.econbiz.de/10010083676
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Outcome interdependence shapes the effects of prevention focus on team processes and performance
Beersma, Bianca; Homan, Astrid C.; Van Kleef, Gerben A.; … - In: Organizational behavior and human decision processes : … 121 (2013) 2, pp. 194-203
Persistent link: https://www.econbiz.de/10010110096
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To be or not to be trusted : the influence of media richness on defection and deception
Rockmann, Kevin W.; Northcraft, Gregory B. - In: Organizational behavior and human decision processes : … 107 (2008) 2, pp. 106-122
Persistent link: https://www.econbiz.de/10003785270
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Is it even worth it? : the effect of loss prospects in the outcome distribution of a public goods dilemma
McCarter, Matthew W.; Rockmann, Kevin W.; Northcraft, … - In: Organizational behavior and human decision processes : … 111 (2010) 1, pp. 1-12
Persistent link: https://www.econbiz.de/10003959047
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Unlocking integrative potential : expressed emotional ambivalence and negotiation outcomes
Rothman, Naomi B.; Northcraft, Gregory B. - In: Organizational behavior and human decision processes : … 126 (2015), pp. 65-76
Persistent link: https://www.econbiz.de/10011299086
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Interest (mis)alignments in representative negotiations : do pro-social agents fuel or reduce inter-group conflict?
Aaldering, Hillie; Greer, Lindred L.; Kleef, Gerben A. Van - In: Organizational behavior and human decision processes : … 120 (2013) 2, pp. 240-250
Persistent link: https://www.econbiz.de/10009724610
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Outcome interdependence shapes the effects of prevention focus on team processes and performance
Beersma, Bianca; Homan, Astrid C.; Kleef, Gerben A. van; … - In: Organizational behavior and human decision processes : … 121 (2013) 2, pp. 194-203
Persistent link: https://www.econbiz.de/10009757850