Communicating with Warmth in Distributive Negotiations Is Surprisingly Counterproductive
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DOI: 10.1287/mnsc.2018.3199
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- Krause, Jan S. & Brandt, Gerrit & Schmidt, Ulrich & Schunk, Daniel, 2023. "Don’t sweat it: Ambient temperature does not affect social behavior and perception," Journal of Economic Psychology, Elsevier, vol. 99(C).
- Lutz Kaufmann & Moritz Schreiner & Felix Reimann, 2023. "Narratives in supplier negotiations—The interplay of narrative design elements, structural power, and outcomes," Journal of Supply Chain Management, Institute for Supply Management, vol. 59(1), pages 66-94, January.
- SimanTov-Nachlieli, Ilanit & Har-Vardi, Liron & Moran, Simone, 2020. "When negotiators with honest reputations are less (and more) likely to be deceived," Organizational Behavior and Human Decision Processes, Elsevier, vol. 157(C), pages 68-84.
- Jan S. Krause & Gerrit Nanninga & Patrick Ring & Ulrich Schmidt & Daniel Schunk, 2020. "The Influence of Ambient Temperature on Social Perception and Social Behavior," Working Papers 2013, Gutenberg School of Management and Economics, Johannes Gutenberg-Universität Mainz.
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Keywords
economics; behavior and behavioral decision making; organizational studies; behavior; effectiveness performance; decision making;All these keywords.
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