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Confident and cunning : negotiator self-efficacy promotes deception in negotiations

Gaspar, Joseph P.; Schweitzer, Maurice E. - In: Journal of business ethics : JBE 171 (2021) 1, pp. 139-155

Persistent link: https://www.econbiz.de/10012546638

Opening up or shutting down? : the effects of multiple identities on problem solving

Ramarajan, Lakshmi - 2009

Persistent link: https://www.econbiz.de/10003931381

Using self-regulation to overcome the detrimental effects of anger in negotiations

Jäger, Andreas; Loschelder, David D.; Friese, Malte - In: Journal of economic psychology : research in economic … 58 (2017), pp. 31-43

Persistent link: https://www.econbiz.de/10011744287

Good grief! : anxiety sours the economic benefits of first offers

Rosette, Ashleigh Shelby; Kopelman, Shirli; Abbott, … - In: Group decision and negotiation 23 (2014) 3, pp. 629-647

Persistent link: https://www.econbiz.de/10010366220

Negotiating Positive Relational Identities in Organizations : Self-Narration as a Mechanism for Strategic Emotion Management in Interpersonal Interactions

Kopelman, Shirli; Chen, Lydia; Shoshana, Joseph - 2009

and subsequent behavior (Kopelman, Gewurz, & Sacharin, 2008). We suggest that emotion management-strategic response and …

Persistent link: https://www.econbiz.de/10014203121

Thinking Deep and Feeling Good : Cognitive Motivation and Positive Affect in Negotiations

Schei, Vidar; Rognes, Jørn Kjell; Falkgard, Solfrid Mykland - 2002

This paper examines how cognitive motivation and positive affect influence outcome in integrative dyadic negotiations … research on cognition and affect in negotiations …

Persistent link: https://www.econbiz.de/10014118947

Consumers’ trust in feelings as information

Avnet, Tamar; Pham, Michel T.; Stephen, Andrew T. - In: Journal of consumer research : JCR ; an … 39 (2012/13) 4, pp. 720-735

Persistent link: https://www.econbiz.de/10009686808

Love and organization studies : moving beyond the perspective of avoidance

Tasselli, Stefano - In: Organization studies : an international … 40 (2019) 7, pp. 1073-1088

Persistent link: https://www.econbiz.de/10012061590

We should totally open a restaurant : how optimism and overconfidence affect beliefs

Heger, Stephanie A.; Papageorge, Nicholas W. - In: Journal of economic psychology : research in economic … 67 (2018), pp. 177-190

Persistent link: https://www.econbiz.de/10012129375

Fibbing about your feelings : how feigning happiness in the face of personal hardship affects trust

Levine, Emma E.; Wald, Kristina A. - In: Organizational behavior and human decision processes : … 156 (2020), pp. 135-154

Persistent link: https://www.econbiz.de/10012169566

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