Blinded by Power: Untangling Mixed Results Regarding Power and Efficiency in Negotiation
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DOI: 10.1007/s10726-016-9495-5
Abstract: Negotiators are often advised to seek information about their counterparts’ power. However, we know little about how such information affects negotiators’ behaviours and outcomes. Study 1 considered dyadic negotiations in which negotiators have symmetric or… read more here.
Keywords: agreement; information; knowledge; power ... See more keywords
The interpersonal effects of emotion on rejection of severely unfair ultimatum proposal
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DOI: 10.1108/ijcma-03-2021-0049
Abstract: Purpose The purpose of this study is to investigate how the emotion expressed by a fictitious proposer influences the responder’s decision to accept or reject a severely unfair deal, represented by the splitting of a… read more here.
Keywords: interpersonal effects; emotion; rejection; batna ... See more keywords