The Influences of Media, Power, and Male Communication on Concession Making by Females during Negotiations-Reference-Cited by-同舟云学术

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The Influences of Media, Power, and Male Communication on Concession Making by Females during Negotiations

Published:2017-08-25 Issue:3 Volume:49 Page:553-586
ISSN:0011-7315
Container-title:Decision Sciences
language:en
Short-container-title:Decision Sciences

Author:

Johnson Norman A.¹^ORCID,Cooper Randolph B.²,Holowczak Richard D.³

Affiliation:

1. C.T. Bauer College of Business; University of Houston; 334 Melcher Hall, Room 280C Houston TX 77204-6021

2. C.T. Bauer College of Business; University of Houston; 334 Melcher Hall, Room 280B Houston TX 77204-6021

3. Zicklin School of Business, Baruch College; City University of New York; 1 Bernard Baruch Way Box B11-220 New York NY 10010

Publisher

Wiley

Subject

Management of Technology and Innovation,Information Systems and Management,Strategy and Management,General Business, Management and Accounting

Link

http://onlinelibrary.wiley.com/wol1/doi/10.1111/deci.12282/fullpdf

Reference83 articles.

1. Affect from the top down: How powerful individuals’ positive affect shapes negotiations;Anderson;Organizational Behavior and Human Decision Processes,2004

2. Development of a content analytic system for analysis of bargaining communications in marketing;Angelmar;Journal of Marketing Research,1978

3. Negotiation;Bazerman;Annual Review of Psychology,2000

4. Trust, reciprocity, and social history;Berg;Games and Economic Behavior,1995

Cited by 2 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. Communicating Adverse Impact Analyses Clearly: A Bayesian Approach;Journal of Business and Psychology;2022-12-02

2. Facing an Unexpected Negotiation Partner: the Impact of Hiring Manager Gender Role Violation on Job Candidates;Journal of Business and Psychology;2022-12-01

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