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Face threat sensitivity in distributive negotiations: Effects on negotiator self-esteem and demands

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0 Published in 2020 at "Organizational Behavior and Human Decision Processes"

DOI: 10.1016/j.obhdp.2020.07.004

Abstract: Face threat sensitivity (FTS) is defined as reactive sensitivity to threats to one’s social self-worth. In negotiations, such threats may come from a counterpart's competitive behavior. We developed and tested the argument that individuals high… read more here.

Keywords: counterpart; face threat; self; threat sensitivity ... See more keywords