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When constituencies speak in multiple tongues : the relative persuasiveness of hawkish minorities in representative negotiation
Steinel, Wolfgang; Dreu, Carsten K. W. de; Ouwehand, Elsje - In: Organizational behavior and human decision processes : … 109 (2009) 1, pp. 67-78
Persistent link: https://www.econbiz.de/10003849221
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Location in negotiation : is there a home field advantage?
Brown, Graham; Baer, Markus - In: Organizational behavior and human decision processes : … 114 (2011) 2, pp. 190-200
Persistent link: https://www.econbiz.de/10008859201
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The culturally intelligent negotiator : the impact of cultural intelligence (CQ) on negotiation sequences and outcomes
Imai, Lynn; Gelfand, Michele J. - In: Organizational behavior and human decision processes : … 112 (2010) 2, pp. 83-98
Persistent link: https://www.econbiz.de/10003984827
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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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After the deal : talk, trust building and the implementation of negotiated agreements
Mislin, Alexandra A.; Campagna, Rachel L.; Bottom, … - In: Organizational behavior and human decision processes : … 115 (2011) 1, pp. 55-68
Persistent link: https://www.econbiz.de/10009007184
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Can nervous Nelly negotiate? : how anxiety causes negotiators to make low first offers, exit early, and earn less profit
Brooks, Alison Wood; Schweitzer, Maurice E. - In: Organizational behavior and human decision processes : … 115 (2011) 1, pp. 43-54
Persistent link: https://www.econbiz.de/10009007195
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Culture and accountability in negotiation : recognizing the importance of in-group relations
Liu, Wu; Friedman, Ray; Hong, Ying-yi - In: Organizational behavior and human decision processes : … 117 (2012) 1, pp. 221-234
Persistent link: https://www.econbiz.de/10009503822
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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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The pursuit of missing information in negotiation
Young, Maia J.; Bauman, Christopher W.; Chen, Ning; … - In: Organizational behavior and human decision processes : … 117 (2012) 1, pp. 88-95
Persistent link: https://www.econbiz.de/10009503847
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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