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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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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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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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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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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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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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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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Steering sheep : how expressed emotional ambivalence elicits dominance in interdependent decision making contexts
Rothman, Naomi B. - In: Organizational behavior and human decision processes : … 116 (2011) 1, pp. 66-82
Persistent link: https://www.econbiz.de/10009297263
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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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Emotional deception in negotiation
Kang, Polly; Schweitzer, Maurice E. - In: Organizational behavior and human decision processes : … 173 (2022), pp. 1-15
Persistent link: https://www.econbiz.de/10013535645