Context matters: The social effects of anger in cooperative, balanced, and competitive negotiation situations
H Adam, JM Brett - Journal of Experimental Social Psychology, 2015 - Elsevier
When does expressing anger in negotiations lead to concessions? Although research has
begun to address this question, it has not yet examined the influence of the negotiation …
begun to address this question, it has not yet examined the influence of the negotiation …
The effects of emotional expressions in negotiation: a meta-analysis and future directions for research
The rapidly growing body of research on the effect of emotional expressions in negotiation
has been the subject of several narrative reviews. Through meta-analysis, we combine …
has been the subject of several narrative reviews. Through meta-analysis, we combine …
A multi-demand negotiation model based on fuzzy rules elicited via psychological experiments
J Zhan, X Luo, C Feng, M He - Applied Soft Computing, 2018 - Elsevier
This paper proposes a multi-demand negotiation model that takes the effect of human users'
psychological characteristics into consideration. Specifically, in our model each negotiating …
psychological characteristics into consideration. Specifically, in our model each negotiating …
Tactical anger in negotiation: The expresser's perspective
Presenting programmed angry messages to a negotiator has increased concession rates in
a series of recent experiments. But observing responses to a computer or confederate …
a series of recent experiments. But observing responses to a computer or confederate …
The social effects of anger in international negotiations: The role of self-regulation and bargaining power
S Bertram - 2018 - openaccess.wgtn.ac.nz
This thesis addresses recent calls to investigate the influence of individual differences in a
negotiation context. Specifically, I investigate the impact of the personality difference, action …
negotiation context. Specifically, I investigate the impact of the personality difference, action …
[PDF][PDF] NOTE: THIS VERSION OF THE PAPER MAY VARY IN MINOR WAYS FROM THE PUBLISHED VERSION
Presenting programmed angry messages to a negotiator has increased concession rates in
a series of recent experiments. But observing responses to a computer or confederate …
a series of recent experiments. But observing responses to a computer or confederate …
What Does it Take to Negotiate? The Combined Effects of the Implicit Power Motive and the Explicit Affiliation Motive on Requests in a Salary Negotiation
JK Trapp - 2016 - mediatum.ub.tum.de
The thesis examines the role of human motives in the applied setting of a salary negotiation.
It shows positive effects of the dispositional or aroused implicit power motive on salary …
It shows positive effects of the dispositional or aroused implicit power motive on salary …
[图书][B] Does Strategic Behavioral Mimicry Lead to Better Negotiation Outcomes for Low-Power Holders?
M Henke-Cilenti - 2015 - search.proquest.com
An experiment investigated the hypotheses that strategic behavioral mimicry can facilitate
negotiation outcomes through an increase in perceived power. Specifically, the primary …
negotiation outcomes through an increase in perceived power. Specifically, the primary …