When we should care more about relationships than favorable deal terms in negotiation: The economic relevance of relational outcomes (ERRO)
Author:
Publisher
Elsevier BV
Subject
Organizational Behavior and Human Resource Management,Applied Psychology
Reference99 articles.
1. Negotiating Gender Roles: Gender Differences in Assertive Negotiating Are Mediated by Women’s Fear of Backlash and Attenuated When Negotiating on Behalf of Others;Amanatullah;Journal of Personality and Social Psychology,2010
2. Negotiators Who Give Too Much: Unmitigated Communion, Relational Anxieties, and Economic Costs in Distributive and Integrative Bargaining;Amanatullah;Journal of Personality and Social Psychology,2008
3. Punishing Female Negotiators for Asserting Too Much.or Not Enough: Exploring Why Advocacy Moderates Backlash against Assertive Female Negotiators;Amanatullah;Organizational Behavior and Human Decision Processes,2013
4. Power, Optimism, and Risk-Taking;Anderson;European Journal of Social Psychology,2006
5. Affect from the Top down: How Powerful Individuals’ Positive Affect Shapes Negotiations;Anderson;Organizational Behavior and Human Decision Processes,2004
Cited by 8 articles. 订阅此论文施引文献 订阅此论文施引文献，注册后可以免费订阅5篇论文的施引文献，订阅后可以查看论文全部施引文献
1. A little humor goes a long way? The influence of humor on offer acceptance in one-shot online negotiations;International Journal of Conflict Management;2024-05-20
2. But what if I lose the offer? Negotiators’ inflated perception of their likelihood of jeopardizing a deal;Organizational Behavior and Human Decision Processes;2024-03
3. Zooming out on bargaining tables: Exploring which conversation dynamics predict negotiation outcomes.;Journal of Applied Psychology;2023-10-12
4. Embracing Complexity: A Review of Negotiation Research;Annual Review of Psychology;2023-01-18
5. Does Justice Need to be in the Eyes of Both Beholders? Examining Face-to-Face and Virtual Negotiators' Interactional Justice Congruence;NEGOT CONFL MANAG R;2023
1.学者识别学者识别
2.学术分析学术分析
3.人才评估人才评估
"同舟云学术"是以全球学者为主线，采集、加工和组织学术论文而形成的新型学术文献查询和分析系统，可以对全球学者进行文献检索和人才价值评估。用户可以通过关注某些学科领域的顶尖人物而持续追踪该领域的学科进展和研究前沿。经过近期的数据扩容，当前同舟云学术共收录了国内外主流学术期刊6万余种，收集的期刊论文及会议论文总量共计约1.5亿篇，并以每天添加12000余篇中外论文的速度递增。我们也可以为用户提供个性化、定制化的学者数据。欢迎来电咨询！咨询电话：010-8811{复制后删除}0370
www.globalauthorid.com
TOP
Copyright © 2019-2024 北京同舟云网络信息技术有限公司 京公网安备11010802033243号 京ICP备18003416号-3