The Role of Emotion and Language in Dyadic E-negotiations

[1]  S. Koeszegi,et al.  Relationship in electronic negotiations: Tracking behavior over time , 2007 .

[2]  Michael J. Hine,et al.  Emotion and judgment in virtual environments: A research framework , 2007 .

[3]  Jeanne M. Brett,et al.  Sticks and Stones: Language, Face, and Online Dispute Resolution , 2007 .

[4]  D. Traum,et al.  Rejection of Empathy in Negotiation , 2007 .

[5]  Amira Galin,et al.  E-negotiation versus face-to-face negotiation what has changed - if anything? , 2007, Comput. Hum. Behav..

[6]  Gerben A. van Kleef,et al.  Power and emotion in negotiation: Power moderates the interpersonal effects of anger and happiness on concession making , 2006 .

[7]  S. Koeszegi,et al.  Hot Versus Cool Behavioural Styles in Electronic Negotiations: The Impact of Communication Mode , 2006 .

[8]  Stan Szpakowicz,et al.  Comparative Analysis of Text Data in Successful Face-to-Face and Electronic Negotiations , 2006 .

[9]  L. Tiedens,et al.  Get mad and get more than even : When and why anger expression is effective in negotiations , 2006 .

[10]  Robert E. Kraut,et al.  Predicting Continued Participation in Newsgroups , 2006, J. Comput. Mediat. Commun..

[11]  Gregory E. Kersten,et al.  User Assessment of Internet-Based Negotiation Support Systems: An Exploratory Study , 2006, J. Organ. Comput. Electron. Commer..

[12]  L. Thompson,et al.  The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations. , 2006 .

[13]  N. Epley,et al.  Egocentrism over e-mail: can we communicate as well as we think? , 2005, Journal of personality and social psychology.

[14]  Philip L. Smith,et al.  Cognitive Representations of Negotiation , 2005 .

[15]  C. Barr Taylor,et al.  Evaluation of computerized text analysis in an Internet breast cancer support group , 2005, Comput. Hum. Behav..

[16]  Holly A. Schroth,et al.  STICKS AND STONES MAY BREAK BONES AND WORDS CAN HURT ME: WORDS AND PHRASES THAT TRIGGER EMOTIONS IN NEGOTIATIONS AND THEIR EFFECTS , 2005 .

[17]  Wendi L. Adair,et al.  The Negotiation Dance: Time, Culture, and Behavioral Sequences in Negotiation , 2005, Organ. Sci..

[18]  Piyush Kumar.  The effects of social comparison on inaction inertia , 2004 .

[19]  L. Thompson,et al.  Affect from the top down: How powerful individuals' positive affect shapes negotiations , 2004 .

[20]  C. D. De Dreu,et al.  The interpersonal effects of emotions in negotiations: a motivated information processing approach. , 2004, Journal of personality and social psychology.

[21]  C. D. De Dreu,et al.  The interpersonal effects of anger and happiness in negotiations. , 2004, Journal of personality and social psychology.

[22]  Hans Weigand,et al.  Business Negotiation Support: Theory and Practice , 2004 .

[23]  G. A. Kleef,et al.  I laughed, I cried, I settled: The role of emotions in negotiation , 2004 .

[24]  G. Kersten,et al.  National Cultural Differences in the Use and Perception of Internet-based NSS: Does High or Low Context Matter? , 2004 .

[25]  Steven C. Currall,et al.  Conflict Escalation: Dispute Exacerbating Elements of E-mail Communication , 2003 .

[26]  C. Dreu.  Time pressure and closing of the mind in negotiation , 2003 .

[27]  Malcolm R. Parks,et al.  Cues Filtered Out, Cues Filtered In: Computer-Mediated Communication and Relationships , 2002 .

[28]  Leigh Thompson,et al.  Negotiating via information technology: Theory and application , 2002 .

[29]  Christoph Quix,et al.  DOC.COM: a framework for effective negotiation support in electronic marketplaces , 2001, Comput. Networks.

[30]  G. Kersten,et al.  CULTURAL INFLUENCES ON THE USE AND PERCEPTION OF INTERNET-BASED NSS-AN EXPLORATORY ANALYSIS * , 2001 .

[31]  John Lim,et al.  An experimental investigation of the impact of NSS and proximity on negotiation outcomes , 2000, Behav. Inf. Technol..

[32]  Terri R. Kurtzberg,et al.  Schmooze or Lose: Social Friction and Lubrication in E-Mail Negotiations , 2000 .

[33]  Gregory E. Kersten,et al.  WWW-based negotiation support: design, implementation, and use , 1999, Decis. Support Syst..

[34]  Terri R. Kurtzberg,et al.  Long and Short Routes to Success in Electronically Mediated Negotiations: Group Affiliations and Good Vibrations. , 1999, Organizational behavior and human decision processes.

[35]  Joseph P. Forgas,et al.  On feeling good and getting your way: mood effects on negotiator cognition and bargaining strategies. , 1998, Journal of personality and social psychology.

[36]  Arvind Rangaswamy,et al.  Using Computers to Realize Joint Gains in Negotiations: Toward an , 1997 .

[37]  Keith G. Allred,et al.  The Influence of Anger and Compassion on Negotiation Performance , 1997 .

[38]  Martha E. Francis,et al.  Journal of Personality and Social Psychology Linguistic Predictors of Adaptive Bereavement , 2022 .

[39]  Martha E. Francis,et al.  Cognitive, Emotional, and Language Processes in Disclosure , 1996 .

[40]  J. Walther.  Relational Aspects of Computer-Mediated Communication: Experimental Observations over Time , 1995 .

[41]  Daniel Druckman,et al.  Determinants of Compromising Behavior in Negotiation , 1994 .

[42]  D. Levy,et al.  Contagion: a theoretical and empirical review and reconceptualization. , 1993, Genetic, social, and general psychology monographs.

[43]  Jdg Sumpter,et al.  An Experimental Investigation of the T Stress Approach , 1993 .

[44]  Lynn E. Metcalf,et al.  Buyer‐Seller Relationships: An Application of the IMP Interaction Model , 1992 .

[45]  D. Hosmer,et al.  Applied Logistic Regression , 1991 .

[46]  Tawfik Jelassi,et al.  Negotiation support systems: an overview of design issues and existing software , 1989, Decis. Support Syst..

[47]  R. Rice,et al.  Electronic Emotion , 1987 .

[48]  P. Carnevale,et al.  Time Pressure and the Development of Integrative Agreements in Bilateral Negotiations , 1986 .

[49]  A. Isen,et al.  The Influence of Positive Affect and Visual Access on the Discovery of Integrative Solutions in Bilateral Negotiation , 1986 .

[50]  G. Miller,et al.  Handbook of Interpersonal Communication , 1985 .

[51]  Linda L. Putnam,et al.  THE ROLE OF COMMUNICATION IN BARGAINING , 1982 .

[52]  Ervin Staub,et al.  Positive social behavior and morality , 1978 .

[53]  Peter Wright.  The harassed decision maker: Time pressures, distractions, and the use of evidence. , 1974 .

[54]  R. Baron.  Behavioral effects of interpersonal attraction: Compliance with requests from liked and disliked others , 1971 .