With Feeling: How Emotions Shape Negotiation: Emotion in Negotiation
暂无分享,去创建一个
[1] Daniel Druckman,et al. Determinants of Compromising Behavior in Negotiation , 1994 .
[2] J. Russell,et al. Neural systems subserving valence and arousal during the experience of induced emotions. , 2010, Emotion.
[3] J. Russell. A circumplex model of affect. , 1980 .
[4] David A. Huffaker,et al. The Language of Coalition Formation in Online Multiparty Negotiations , 2011 .
[5] Shirli Kopelman,et al. Cultural variation in response to strategic emotions in negotiations , 2008 .
[6] P. Carnevale. Positive affect and decision frame in negotiation , 2008 .
[7] Ilja van Beest,et al. Get angry, get out: The interpersonal effects of anger communication in multiparty negotiation , 2008 .
[8] R. Lewicki,et al. Trust Development in Negotiation: Proposed Actions and a Research Agenda , 1997 .
[9] Daniel Druckman,et al. Message Framing Surrounding the Oslo I Accords , 2009 .
[10] J. P. Daly. The effects of anger on negotiations over mergers and acquisitions , 1991 .
[11] P. T. Hopmann,et al. Two Paradigms of Negotiation: Bargaining and Problem Solving , 1995 .
[12] David W. Johnson,et al. Effects of Warmth of Interaction, Accuracy of Understanding, and the Proposal of Compromises on Listener's Behavior. , 1971 .
[13] Sigal G. Barsade,et al. Understanding emotional transitions: the interpersonal consequences of changing emotions in negotiations. , 2011, Journal of personality and social psychology.
[14] Y. Trope,et al. Construal-level theory of psychological distance. , 2010, Psychological review.
[15] Suk Bong Choi,et al. The Influence of Emotional Intelligence on Negotiation Outcomes and the Mediating Effect of Rapport: A Structural Equation Modeling Approach , 2014 .
[16] Stéphane Côté,et al. Expressing anger in conflict: when it helps and when it hurts. , 2007, The Journal of applied psychology.
[17] M. Neale,et al. Hot or cold: is communicating anger or threats more effective in negotiation? , 2011, The Journal of applied psychology.
[18] K. Kressel,et al. The Settlement-Orientation vs. the Problem-Solving Style in Custody Mediation , 1994 .
[19] Mara Olekalns,et al. Moments in Time: Metacognition, Trust, and Outcomes in Dyadic Negotiations , 2005, Personality & social psychology bulletin.
[20] L. Tiedens,et al. Get mad and get more than even : When and why anger expression is effective in negotiations , 2006 .
[21] Philip L. Smith,et al. Mutually Dependent: Power, Trust, Affect and the Use of Deception in Negotiation , 2009 .
[22] C. D. De Dreu,et al. Influence of social motives on integrative negotiation: a meta-analytic review and test of two theories. , 2000, Journal of personality and social psychology.
[23] Daniel Solomon,et al. Determinants of bargaining behavior in a bilateral monopoly situation: Opponent's concession rate and relative defensibility† , 1972 .
[24] Dick F. Swaab,et al. Sex differences in the effects of visual contact and eye contact in negotiations , 2009 .
[25] A. Isen,et al. The Influence of Positive Affect and Visual Access on the Discovery of Integrative Solutions in Bilateral Negotiation , 1986 .
[26] Druckman. Social Exchange Theory: Premises and Prospects , 1998 .
[27] Alan C. Evans,et al. Musical Training Shapes Structural Brain Development , 2009, The Journal of Neuroscience.
[28] Karen A. Hegtvedt,et al. Fairness and Emotions: Reactions to the Process and Outcomes of Negotiations , 1999 .
[29] Katharine H. Greenaway,et al. Don't grin when you win: the social costs of positive emotion expression in performance situations. , 2014, Emotion.
[30] T. Lynch,et al. That "poker face" just might lose you the game! The impact of expressive suppression and mimicry on sensitivity to facial expressions of emotion. , 2013, Emotion.
[31] David W. Johnson. Effects of the Order of Expressing Warmth and Anger on the Actor and the Listener. , 1971 .
[32] Sigal G. Barsade. The Ripple Effect: Emotional Contagion and its Influence on Group Behavior , 2002 .
[33] D. Keltner,et al. The Gender Stereotyping of Emotions , 2000 .
[34] G. Rizzolatti,et al. Both of Us Disgusted in My Insula The Common Neural Basis of Seeing and Feeling Disgust , 2003, Neuron.
[35] Fieke Harinck,et al. Are you talking to ME?! Separating the people from the problem when expressing emotions in negotiation. , 2008 .
[36] R. Oliver,et al. Affect in Dyadic Negotiation: A Model and Propositions , 1996 .
[37] Meina Liu,et al. Explaining the Influence of Anger and Compassion on Negotiators' Interaction Goals: An Assessment of Trust and Distrust as Two Distinct Mediators , 2010, Commun. Res..
[38] Marcel Zeelenberg,et al. Behavioural consequences of regret and disappointment in social bargaining games , 2011, Cognition & emotion.
[39] D. Scheepers,et al. Challenge and threat responses to anger communication in coalition formation , 2013 .
[40] D. Keltner,et al. How Emotions Work: The Social Functions of Emotional Expression in Negotiations , 2000 .
[41] Gert‐Jan Lelieveld,et al. Does communicating disappointment in negotiations help or hurt? Solving an apparent inconsistency in the social-functional approach to emotions. , 2013, Journal of personality and social psychology.
[42] Donald E. Conlon,et al. The mind and heart (literally) of the negotiator: personality and contextual determinants of experiential reactions and economic outcomes in negotiation. , 2012, The Journal of applied psychology.
[43] P. Carnevale,et al. A Nasty but Effective Negotiation Strategy: Misrepresentation of a Common-Value Issue , 1997 .
[44] W. Maddux,et al. Cultural Variance in the Interpersonal Effects of Anger in Negotiations , 2010, Psychological science.
[45] Maya Tamir,et al. When feeling bad is expected to be good: emotion regulation and outcome expectancies in social conflicts. , 2012, Emotion.
[46] C. D. De Dreu,et al. The interpersonal effects of anger and happiness in negotiations. , 2004, Journal of personality and social psychology.
[47] Gerben A. van Kleef,et al. Be hard on the interests and soft on the values: conflict issue moderates the effects of anger in negotiations. , 2012, The British journal of social psychology.
[48] Wolfgang Steinel,et al. Social motives and strategic misrepresentation in social decision making. , 2004, Journal of personality and social psychology.
[49] Robert A. Baron,et al. Environmentally Induced Positive Affect: Its Impact on Self‐Efficacy, Task Performance, Negotiation, and Conflict1 , 1990 .
[50] Meina Liu. The Intrapersonal and Interpersonal Effects of Anger on Negotiation Strategies: A Cross‐Cultural Investigation , 2009 .
[51] M. Zeelenberg,et al. Fear and guilt in proposers : Using emotions to explain offers in ultimatum bargaining , 2011 .
[52] Cassandra L. Govan,et al. I feel, therefore you act: Intrapersonal and interpersonal effects of emotion on negotiation as a function of social power , 2010 .
[53] Steven A. Murphy,et al. The Role of Emotion and Language in Dyadic E-negotiations , 2009 .
[54] L. Thompson,et al. Affect from the top down: How powerful individuals' positive affect shapes negotiations , 2004 .
[55] J. Wall. Effects of constituent trust and representative bargaining orientation on intergroup bargaining. , 1975 .
[56] R. Brondeel,et al. Easing the conscience , 2012 .
[57] Jin Nam Choi,et al. Does power matter? Negotiator status as a moderator of the relationship between negotiator emotion and behavior , 2010 .
[58] Kristen A. Lindquist,et al. The brain basis of emotion: A meta-analytic review , 2012, Behavioral and Brain Sciences.
[59] C. Anderson,et al. The positive and negative effects of anger on dispute resolution: evidence from electronically mediated disputes. , 2004, The Journal of applied psychology.
[60] Gert‐Jan Lelieveld,et al. Why Anger and Disappointment Affect Other’s Bargaining Behavior Differently , 2012, Personality & social psychology bulletin.
[61] Antony S R Manstead,et al. Supplication and appeasement in conflict and negotiation: The interpersonal effects of disappointment, worry, guilt, and regret. , 2006, Journal of personality and social psychology.
[62] Shaul Shalvi,et al. References and Notes Supporting Online Material Materials and Methods Som Text Figs. S1 to S16 References the Neuropeptide Oxytocin Regulates Parochial Altruism in Intergroup Conflict among Humans , 2022 .
[63] C. Keysers,et al. Facial expressions: What the mirror neuron system can and cannot tell us , 2007, Social neuroscience.
[64] Hajo Adam,et al. Not all anger is created equal: the impact of the expresser's culture on the social effects of anger in negotiations. , 2013, The Journal of applied psychology.
[65] P. Ekman,et al. Detecting deception from the body or face. , 1974 .
[66] M. Schweitzer,et al. The Influence of Anger Expressions on Outcomes in Organizations , 2009 .
[67] Gerben A. van Kleef,et al. Longer-Term Consequences of Anger Expression in Negotiation: Retaliation or Spill Over? , 2010 .
[68] 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.
[69] D. Druckman,et al. Explaining Negotiation Outcomes: Process or Context? , 2009 .
[70] G. A. Kleef,et al. Disappointed in you, angry about your offer: distinct negative emotions induce concessions via different mechanisms , 2011 .
[71] M. Argyle,et al. The Effects of Visibility on Interaction in a Dyad , 1968 .
[72] L. Thompson,et al. An Examination of Naive and Experienced Negotiators , 1990 .
[73] J. Russell,et al. The neurophysiological bases of emotion: An fMRI study of the affective circumplex using emotion‐denoting words , 2009, Human brain mapping.
[74] Joydeep Srivastava,et al. Coupling and decoupling of unfairness and anger in ultimatum bargaining , 2009 .
[75] M. Schweitzer,et al. Feeling and believing: the influence of emotion on trust. , 2003, Journal of personality and social psychology.
[76] J. Curhan,et al. The Polarizing Effect of Arousal on Negotiation , 2013, Psychological science.
[77] Roderick I. Swaab,et al. Early words that work: When and how virtual linguistic mimicry facilitates negotiation outcomes , 2011 .
[78] A. A. Benton,et al. Third Party Intervention and the Bargaining Behavior of Group Representatives , 1975 .
[79] G. A. Kleef,et al. The consequences of faking anger in negotiations , 2013 .
[80] R. Saavedra,et al. The contagious leader: impact of the leader's mood on the mood of group members, group affective tone, and group processes. , 2005, The Journal of applied psychology.
[81] D. G. Pruitt. Flexibility in Conflict Episodes , 1995 .
[82] G. A. Kleef,et al. How Emotions Regulate Social Life , 2009 .
[83] Jeanne M. Brett,et al. Sticks and Stones: Language, Face, and Online Dispute Resolution , 2007 .
[84] L. Tiedens,et al. Judgment under emotional certainty and uncertainty: the effects of specific emotions on information processing. , 2001, Journal of personality and social psychology.
[85] L. Thompson,et al. The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations. , 2006 .
[86] P. Taylor,et al. Linguistic Style Matching and Negotiation Outcome , 2005 .
[87] William P. Bottom,et al. After the deal: Talk, trust building and the implementation of negotiated agreements , 2011 .
[88] Yaacov Trope,et al. Negotiation from a near and distant time perspective. , 2006, Journal of personality and social psychology.
[89] A. Galinsky,et al. The advantages of being unpredictable: How emotional inconsistency extracts concessions in negotiation , 2013 .
[90] Davide Pietroni,et al. Emotions as strategic information: Effects of other’s emotional expressions on fixed-pie perception, demands, and integrative behavior in negotiation , 2008 .
[91] T. Ketelaar,et al. The effects of feelings of guilt on the behaviour of uncooperative individuals in repeated social bargaining games: An affect-as-information interpretation of the role of emotion in social interaction , 2003, Cognition & emotion.
[92] William A. Donohue,et al. Words Are All I Have: Linguistic Cues as Predictors of Settlement in Divorce Mediation , 2010 .