Negotiator affect: the state of the art (and the science)

Author:

Barry Bruce

Publisher

Springer Science and Business Media LLC

Subject

Management of Technology and Innovation,Strategy and Management,General Social Sciences,Arts and Humanities (miscellaneous),General Decision Sciences

Reference39 articles.

1. Allred KG (1999) Anger and retaliation: toward an understanding of impassioned conflict in organizations. In : Bies RJ, Lewicki RJ, Sheppard BH (eds) Research on negotiation in organizations vol. 7. JAI Press, Stamford, CT, pp. 27–58

2. Allred KG, Mallozzi JS, Matsui F and Raia CP (1997). The influence of anger and compassion on negotiation performance. Organ Behav Hum Dec Processes 70: 175–187

3. Baron RA (1990). Environmentally induced positive affect: its impact on self-efficacy, task performance, negotiation and conflict. J Appl Soc Psychol 20: 368–384

4. Barry B (1999). The tactical use of emotion in negotiation. In: Bies, RJ, Lewicki, RJ and Sheppard, BH (eds) Research on negotiation in organizations vol. 7, pp 93–121. JAI Press, Stamford

5. Barry B and Fulmer IS (2005). Methodological challenges in the study of negotiator affect. Int Negotiation 9: 485–502

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