Communicating with Warmth in Distributive Negotiations Is Surprisingly Counterproductive
Author:
Affiliation:
1. Harvard Business School, Boston, Massachusetts 02163;
2. Harvard Kennedy School, Cambridge, Massachusetts 02138;
Publisher
Institute for Operations Research and the Management Sciences (INFORMS)
Subject
Management Science and Operations Research,Strategy and Management
Reference94 articles.
1. Agency and communion from the perspective of self versus others.
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5. Tandem anchoring: Informational and politeness effects of range offers in social exchange.
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