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Flattery may get you somewhere: The strategic implications of providing positive vs. negative feedback about ability vs. ethicality in negotiation

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  • Kim, Peter H.
  • Diekmann, Kristina A.
  • Tenbrunsel, Ann E.

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  • Kim, Peter H. & Diekmann, Kristina A. & Tenbrunsel, Ann E., 2003. "Flattery may get you somewhere: The strategic implications of providing positive vs. negative feedback about ability vs. ethicality in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 90(2), pages 225-243, March.
    • Handle: RePEc:eee:jobhdp:v:90:y:2003:i:2:p:225-243
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    References listed on IDEAS

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    1. Ashford, Susan J. & Northcraft, Gregory B., 1992. "Conveying more (or less) than we realize: The role of impression-management in feedback-seeking," Organizational Behavior and Human Decision Processes, Elsevier, vol. 53(3), pages 310-334, December.
    2. Kim, Peter H., 1997. "When What You KnowCanHurt You: A Study of Experiential Effects on Group Discussion and Performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 69(2), pages 165-177, February.
    3. Thompson, Leigh & Hastie, Reid, 1990. "Social perception in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 47(1), pages 98-123, October.
    4. Podsakoff, Philip M. & Farh, Jiing-Lih, 1989. "Effects of feedback sign and credibility on goal setting and task performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 44(1), pages 45-67, August.
    5. Messick, David M., 1999. "Alternative logics for decision making in social settings," Journal of Economic Behavior & Organization, Elsevier, vol. 39(1), pages 11-28, May.
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    Cited by:

    1. Kim, Peter H. & Cooper, Cecily D. & Dirks, Kurt T. & Ferrin, Donald L., 2013. "Repairing trust with individuals vs. groups," Organizational Behavior and Human Decision Processes, Elsevier, vol. 120(1), pages 1-14.
    2. Brian L. Connelly & David J. Ketchen Jr, & K. Ashley Gangloff & Christopher L. Shook, 2016. "Investor perceptions of CEO successor selection in the wake of integrity and competence failures: A policy capturing study," Strategic Management Journal, Wiley Blackwell, vol. 37(10), pages 2135-2151, October.
    3. Peter H. Kim, 2003. "When Private Beliefs Shape Collective Reality: The Effects of Beliefs About Coworkers on Group Discussion and Performance," Management Science, INFORMS, vol. 49(6), pages 801-815, June.
    4. Stephanie Eckerd & Sean Handley & Fabrice Lumineau, 2022. "Trust violations in buyer–supplier relationships: Spillovers and the contingent role of governance structures," Journal of Supply Chain Management, Institute for Supply Management, vol. 58(3), pages 47-70, July.
    5. Kim, Peter H. & Dirks, Kurt T. & Cooper, Cecily D. & Ferrin, Donald L., 2006. "When more blame is better than less: The implications of internal vs. external attributions for the repair of trust after a competence- vs. integrity-based trust violation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 99(1), pages 49-65, January.

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