The dark side of subjective value in sequential negotiations: The mediating role of pride and anger.

Volume: 103, Issue: 1, Pages: 74 - 87
Published: Jan 1, 2018
Abstract
Scholars who study negotiation increasingly recognize the importance of social context, seeing negotiations not merely as 1-shot interactions but as influenced by what came before. Under this longitudinal conceptualization of negotiation, a number of recent studies demonstrate that social psychological outcomes from prior negotiations are positively related to economic performance in subsequent negotiations when negotiating repeatedly with the...
Paper Details
Title
The dark side of subjective value in sequential negotiations: The mediating role of pride and anger.
Published Date
Jan 1, 2018
Volume
103
Issue
1
Pages
74 - 87
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