The advantages of being unpredictable: How emotional inconsistency extracts concessions in negotiation
暂无分享,去创建一个
[1] Gert‐Jan Lelieveld,et al. Why Anger and Disappointment Affect Other’s Bargaining Behavior Differently , 2012, Personality & social psychology bulletin.
[2] M. Neale,et al. Hot or cold: is communicating anger or threats more effective in negotiation? , 2011, The Journal of applied psychology.
[3] G. A. Kleef,et al. Disappointed in you, angry about your offer: distinct negative emotions induce concessions via different mechanisms , 2011 .
[4] F. Tuerlinckx,et al. Journal of Personality and Social Psychology Feelings Change : Accounting for Individual Differences in the Temporal Dynamics of Affect , 2010 .
[5] Aaron C. Kay,et al. For God (or) country: the hydraulic relation between government instability and belief in religious sources of control. , 2010, Journal of personality and social psychology.
[6] Gerben A. van Kleef,et al. Longer-Term Consequences of Anger Expression in Negotiation: Retaliation or Spill Over? , 2010 .
[7] Carey K. Morewedge,et al. Journal of Personality and Social Psychology Making Sense by Making Sentient : Effectance Motivation Increases , 2010 .
[8] 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 .
[9] W. Maddux,et al. Cultural Variance in the Interpersonal Effects of Anger in Negotiations , 2010, Psychological science.
[10] M. Sinaceur,et al. Suspending judgment to create value: Suspicion and trust in negotiation , 2010 .
[11] M. Landau,et al. An existential function of enemyship: evidence that people attribute influence to personal and political enemies to compensate for threats to control. , 2010, Journal of personality and social psychology.
[12] A. Manstead,et al. An interpersonal approach to emotion in social decision making: the emotions as social information model , 2010 .
[13] Adam D. Galinsky,et al. Compensatory Control , 2009 .
[14] K. Scherer. The dynamic architecture of emotion: Evidence for the component process model , 2009 .
[15] Adam A. Augustine,et al. A process approach to emotion and personality: Using time as a facet of data , 2009 .
[16] J. Russell. Please Scroll down for Article Cognition & Emotion Emotion, Core Affect, and Psychological Construction , 2022 .
[17] L. F. Barrett. Variety is the spice of life: A psychological construction approach to understanding variability in emotion , 2009, Cognition & emotion.
[18] 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 .
[19] Adam D. Galinsky,et al. Lacking Control Increases Illusory Pattern Perception , 2008, Science.
[20] Fieke Harinck,et al. Are you talking to ME?! Separating the people from the problem when expressing emotions in negotiation. , 2008 .
[21] Hillary Anger Elfenbein,et al. 7 Emotion in Organizations: A Review and Theoretical Integration , 2007 .
[22] Batia M. Wiesenfeld,et al. Chapter 11 The Social Consequences of Expressing Emotional Ambivalence in Groups and Teams , 2007 .
[23] Stéphane Côté,et al. Expressing anger in conflict: when it helps and when it hurts. , 2007, The Journal of applied psychology.
[24] Hillary Anger Elfenbein,et al. Emotion in Organizations: A Review in Stages , 2007 .
[25] L. Tiedens,et al. Get mad and get more than even : When and why anger expression is effective in negotiations , 2006 .
[26] L. Thompson,et al. The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations. , 2006 .
[27] John Lewis Gaddis,et al. Strategies of Containment: A Critical Appraisal of American National Security Policy during the Cold War , 2005 .
[28] M. Litt. Cognitive mediators of stressful experience: Self-efficacy and perceived control , 1988, Cognitive Therapy and Research.
[29] C. D. De Dreu,et al. The interpersonal effects of anger and happiness in negotiations. , 2004, Journal of personality and social psychology.
[30] P. Glimcher. Decisions, Uncertainty, and the Brain: The Science of Neuroeconomics , 2003 .
[31] M. Zeelenberg,et al. Investigating the Appraisal Patterns of Regret and Disappointment , 2002 .
[32] A. Galinsky,et al. First offers as anchors: the role of perspective-taking and negotiator focus. , 2001, Journal of personality and social psychology.
[33] D. Keltner,et al. How Emotions Work: The Social Functions of Emotional Expression in Negotiations , 2000 .
[34] D. Keltner,et al. Social Functions of Emotions at Four Levels of Analysis , 1999 .
[35] C. Dreu,et al. Majority and minority influence: A dual role interpretation , 1996 .
[36] C. Dreu,et al. Coercive Power And Concession Making in Bilateral Negotiation , 1995 .
[37] P. V. Lange,et al. The impact of social value orientations on negotiator cognition and behavior , 1995 .
[38] Time of Decision, Ethical Obligation, and Causal Illusion: Temporal Cues and Social Heuristics in the Prisoner's Dilemma , 1995 .
[39] Marilyn E. Gist,et al. Gender differences in the acquisition of salary negotiation skills: the role of goals, self-efficacy, and perceived control. , 1993, The Journal of applied psychology.
[40] Peter J. Carnevale,et al. Black-Hat/White-Hat Strategy in Bilateral Negotiation , 1993 .
[41] S. Chaiken,et al. The psychology of attitudes. , 1993 .
[42] Anat Rafaeli,et al. Emotional contrast strategies as means of social influence: Lessons from criminal interrogators and bill collectors. , 1991 .
[43] Alice H. Eagly,et al. Heuristic and systematic information processing within and beyond the persuasion context. , 1989 .
[44] R. Frank. Passions Within Reason: The Strategic Role of the Emotions , 1990 .
[45] Mayer N. Zald,et al. Actors and Systems: The Politics of Collective Action. , 1980 .
[46] P. Watzlawick,et al. Change. Principles of Problem Formation and Problem Resolution. New York (Norton) 1974. , 1974 .
[47] L. Solomon,et al. "Reformed sinner" and "lapsed saint" strategies in the Prisoner's Dilemma game 1 , 1967 .