Reconsider what your MBA negotiation course taught you: The possible adverse effects of high salary requests

Author:

Maaravi Yossi,Segal Sandra

Funder

Israel Science Foundation

Publisher

Elsevier BV

Subject

Life-span and Life-course Studies,Organizational Behavior and Human Resource Management,Applied Psychology,Education

Reference86 articles.

1. Culture and negotiation processes;Adair,2004

2. The influence of attitudes on behavior;Ajzen,2005

3. Tandem anchoring: Informational and politeness effects of range offers in social exchange;Ames;Journal of Personality and Social Psychology,2015

4. I laughed, I cried, I settled: The role of emotion in negotiation;Barry,2004

5. The ripple effect: Emotional contagion and its influence on group behavior;Barsade;Administrative Science Quarterly,2002

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