The Benefits of Dominance Complementarity in Negotiations
Author:
Affiliation:
1. Marshall School of Business; University of Southern California; Los Angeles CA U.S.A.
2. Graduate School of Business; Stanford University; Stanford CA U.S.A.
Publisher
Wiley
Subject
Strategy and Management,Communication
Link
http://onlinelibrary.wiley.com/wol1/doi/10.1111/ncmr.12052/fullpdf
Reference54 articles.
1. The influence of anger and compassion on negotiation performance;Allred;Organizational Behavior and Human Decision Processes,1997
2. Punishing hubris: The perils of overestimating one's status in a group;Anderson;Personality and Social Psychology Bulletin,2008
3. Signaling dominance in online negotiations: The role of affective tone;Belkin;Negotiation and Conflict Management Research,2013
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