Rothman, Naomi B.; Northcraft, Gregory B. - In: Organizational Behavior and Human Decision Processes 126 (2015) C, pp. 65-76
This paper examines how one negotiator’s expressed emotional ambivalence can foster integrative outcomes. Study 1 demonstrated that observing a negotiation partner’s emotional ambivalence leads negotiators to come up with more integrative agreements. Study 2 examined a proposed mechanism:...
