Face threat sensitivity in distributive negotiations: Effects on negotiator self-esteem and demands
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DOI: 10.1016/j.obhdp.2020.07.004
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Cited by:
- Katrin Zulauf & Ralf Wagner, 2023. "Countering Negotiation Power Asymmetries by Using the Adjusted Winner Algorithm," SN Operations Research Forum, Springer, vol. 4(1), pages 1-20, March.
- Lenarčič Božidar & Faganel Armand, 2024. "Using the Nominal Group Technique to Design an Appropriate Communication Strategy Among Strategic Procurement and Internal Stakeholders," Organizacija, Sciendo, vol. 57(4), pages 379-391.
- Huigang Liang & Yajiong Xue, 2022. "Save Face or Save Life: Physicians’ Dilemma in Using Clinical Decision Support Systems," Information Systems Research, INFORMS, vol. 33(2), pages 737-758, June.
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Keywords
Face threat sensitivity; Negotiation; Global self-esteem; Performance self-esteem; Competitiveness; Demand level;All these keywords.
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