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Face threat sensitivity in negotiation: Roadblock to agreement and joint gain

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  • White, Judith B.
  • Tynan, Renee
  • Galinsky, Adam D.
  • Thompson, Leigh

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  • White, Judith B. & Tynan, Renee & Galinsky, Adam D. & Thompson, Leigh, 2004. "Face threat sensitivity in negotiation: Roadblock to agreement and joint gain," Organizational Behavior and Human Decision Processes, Elsevier, vol. 94(2), pages 102-124, July.
    • Handle: RePEc:eee:jobhdp:v:94:y:2004:i:2:p:102-124
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    References listed on IDEAS

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    1. Kramer, Roderick M. & Newton, Elizabeth & Pommerenke, Pamela L., 1993. "Self-Enhancement Biases and Negotiator Judgment: Effects of Self-Esteem and Mood," Organizational Behavior and Human Decision Processes, Elsevier, vol. 56(1), pages 110-133, October.
    2. Kray, Laura J. & Galinsky, Adam D. & Thompson, Leigh, 2002. "Reversing the Gender Gap in Negotiations: An Exploration of Stereotype Regeneration," Organizational Behavior and Human Decision Processes, Elsevier, vol. 87(2), pages 386-410, March.
    3. Morton Deutsch, 1961. "The Face of Bargaining," Operations Research, INFORMS, vol. 9(6), pages 886-897, December.
    4. Lynch, David R. & Evans, T. David, 2002. "Attributes of highly effective criminal defense negotiators," Journal of Criminal Justice, Elsevier, vol. 30(5), pages 387-396.
    5. Thompson, Leigh & Hastie, Reid, 1990. "Social perception in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 47(1), pages 98-123, October.
    6. Allred, Keith G. & Mallozzi, John S. & Matsui, Fusako & Raia, Christopher P., 1997. "The Influence of Anger and Compassion on Negotiation Performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 70(3), pages 175-187, June.
    7. Kahneman, Daniel & Knetsch, Jack L & Thaler, Richard H, 1990. "Experimental Tests of the Endowment Effect and the Coase Theorem," Journal of Political Economy, University of Chicago Press, vol. 98(6), pages 1325-1348, December.
    8. Thaler, Richard, 1980. "Toward a positive theory of consumer choice," Journal of Economic Behavior & Organization, Elsevier, vol. 1(1), pages 39-60, March.
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    Citations

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    Cited by:

    1. Wan, Lisa C., 2013. "Culture's impact on consumer complaining responses to embarrassing service failure," Journal of Business Research, Elsevier, vol. 66(3), pages 298-305.
    2. Anca Maria CLIPA & Sorina POSTOLEA, 2017. "Investigating What Romanian It Recruiters And Employees Value When They Negotiate Employment Contract," SEA - Practical Application of Science, Romanian Foundation for Business Intelligence, Editorial Department, issue 15, pages 321-329, December.
    3. Hart, Einav & Schweitzer, Maurice E., 2022. "When we should care more about relationships than favorable deal terms in negotiation: The economic relevance of relational outcomes (ERRO)," Organizational Behavior and Human Decision Processes, Elsevier, vol. 168(C).
    4. Dunne, Timothy C. & Clark, Brent B. & Berns, John P. & McDowell, William C., 2019. "The technology bias in entrepreneur-investor negotiations," Journal of Business Research, Elsevier, vol. 105(C), pages 258-269.
    5. Anca Maria CLIPA, 2018. "Employment Contract Negotiations For Romanian It Employees And Their Willingness For Future (Re)Negotiations," SEA - Practical Application of Science, Romanian Foundation for Business Intelligence, Editorial Department, issue 18, pages 307-312, December.
    6. Curhan, Jared R. & Elfenbein, Hillary Anger & Xu, Heng, 2005. "What do People Value when they Negotiate? Mapping the Domain of Subjective Value in Negotiation," Working papers 18234, Massachusetts Institute of Technology (MIT), Sloan School of Management.
    7. Ling Jiang & Veronique Cova, 2012. "Love for Luxury, Preference for Counterfeits –A Qualitative Study in Counterfeit Luxury Consumption in China," Post-Print hal-02062369, HAL.
    8. Backhaus, & Pesch,, 2018. "Verhandlungen – Spiegeln die Lehrbücher den Stand der Forschung wider?," Die Unternehmung - Swiss Journal of Business Research and Practice, Nomos Verlagsgesellschaft mbH & Co. KG, vol. 72(1), pages 3-26.
    9. Tuncel, Ece & Kong, Dejun Tony & McLean Parks, Judi & van Kleef, Gerben A., 2020. "Face threat sensitivity in distributive negotiations: Effects on negotiator self-esteem and demands," Organizational Behavior and Human Decision Processes, Elsevier, vol. 161(C), pages 255-273.
    10. Zhuo-Jia Zhao & Hung-Hsin Chen & Kevin W. Li, 2020. "Management of Interpersonal Conflict in Negotiation with Chinese: A Perceived Face Threat Perspective," Group Decision and Negotiation, Springer, vol. 29(1), pages 75-102, February.
    11. Hart, Einav & Schweitzer, Maurice E., 2020. "Getting to less: When negotiating harms post-agreement performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 156(C), pages 155-175.
    12. dt ogilvie & Shalei Simms, 2009. "The Impact of Creativity Training on an Accounting Negotiation," Group Decision and Negotiation, Springer, vol. 18(1), pages 75-87, January.

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