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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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How perceived power influences the consequences of dominance expressions in negotiations
Wiltermuth, Scott S.; Raj, Medha; Wood, Adam - In: Organizational behavior and human decision processes : … 146 (2018), pp. 14-30
Persistent link: https://www.econbiz.de/10011871461
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I feel, therefore you act: intrapersonal and interpersonal effects of emotion on negotiation as a function of social power
Overbeck, Jennifer R.; Neale, Margaret A.; Govan, … - In: Organizational behavior and human decision processes : … 112 (2010) 2, pp. 126-139
Persistent link: https://www.econbiz.de/10003984837
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The power of phantom alternatives in negotiation : how what could be haunts what is
Pinkley, Robin L.; Conlon, Donald E.; Sawyer, John E.; … - In: Organizational behavior and human decision processes : … 151 (2019), pp. 34-48
Persistent link: https://www.econbiz.de/10012003020
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Bargaining zone distortion in negotiations : the elusive power of multiple alternatives
Schaerer, Michael; Loschelder, David D.; Swaab, Roderick I. - In: Organizational behavior and human decision processes : … 137 (2016), pp. 156-171
Persistent link: https://www.econbiz.de/10011619003
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Mind-reading in strategic interaction : the impact of perceived similarity on projection and stereotyping
Ames, Daniel R.; Weber, Elke U.; Zou, Xi - In: Organizational behavior and human decision processes : … 117 (2012) 1, pp. 96-110
Persistent link: https://www.econbiz.de/10009503844
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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