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Emotions in negotiation
16 references·1 citing·45 second hop
Emotions in negotiation (2007)Emotions in negotiationPower, optimism, and risk‐taking (2006)Power, optimism, and risk‐tak…Feeling and Believing: The Influence of Emotion on Trust. (2005)Feeling and Believing: The In…The Interpersonal Effects of Anger and Happiness in Negotiations. (2004)The Interpersonal Effects of …Judgment under emotional certainty and uncertainty: The effects of specific emotions on information processing. (2001)Judgment under emotional cert…Influence of social motives on integrative negotiation: A meta-analytic review and test of two theories. (2000)Influence of social motives o…Feminized management and backlash toward agentic women: The hidden costs to women of a kinder, gentler image of middle managers. (1999)Feminized management and back…ENHANCING EFFECTIVENESS: AN INVESTIGATION OF ADVANTAGES AND DISADVANTAGES OF VALUE‐BASED INTRAGROUP CONFLICT (1994)ENHANCING EFFECTIVENESS: AN I…A Behavioral Theory of Labor Negotiations: An Analysis of a Social Interaction System. (1992)A Behavioral Theory of Labor …Distributive Justice: A Social-Psychological Perspective (1987)Distributive Justice: A Socia…The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation (1986)The influence of positive aff…Handbook of Interpersonal Communication (1985)Handbook of Interpersonal Com…Verbal and Nonverbal Communication of Deception (1981)Verbal and Nonverbal Communic…Detecting deception from the body or face. (1974)Detecting deception from the …Strategic Interaction. (1971)Strategic Interaction.Experimental Psychology (1939)Experimental PsychologyThe expression of the emotions in man and animals. (1872)The expression of the emotion…Emotional intelligence, psychological safety, and team decision making (2020)Emotional intelligence, psych…The Presentation of Self in Everyday Life. (1956)Public and private self-consciousness: Assessment and theory. (1975)Does the chimpanzee have a theory of mind? (1978)Norm theory: Comparing reality to its alternatives. (1986)How mental systems believe. (1991)One Hundred Years of Social Psychology Quantitatively Described (2003)A Theory of Social Comparison Processes (1954)The psychology of interpersonal relations. (1958)Judgment under Uncertainty: Heuristics and Biases (1975)Effects of Fear and Anger on Perceived Risks of Terrorism (2003)Exploring Intuition and its Role in Managerial Decision Making (2007)The Managed Heart: Commercialization of Human Feeling (1984)Emotional Intelligence (1990)Emotion And Adaptation (1991)A Social Interaction Model Of The Effects Of Emotion Regulation On Work Strain (2005)Towards a multi‐foci approach to workplace aggression: A meta‐analytic review of outcomes from different perpetrators (2009)Reward, punishment, and cooperation: A meta-analysis. (2011)The Ambivalent Sexism Inventory: Differentiating hostile and benevolent sexism. (1996)Role congruity theory of prejudice toward female leaders. (2002)Transformational, transactional, and laissez-faire leadership styles: A meta-analysis comparing women and men. (2003)The gender similarities hypothesis. (2005)Handbook of Social Psychology (2013)Sex Differences in Social Behavior (2013)Research in Organizational Behavior. (1986)An Integrative Model Of Organizational Trust (1995)An Integrative Model of Organizational Trust: Past, Present, and Future (2007)The Role of Customer Gratitude in Relationship Marketing (2009)Upward spirals of positive emotions counter downward spirals of negativity: Insights from the broaden-and-build theory and affective neuroscience on the treatment of emotion dysfunctions and deficits in psychopathology (2010)Prospect Theory: An Analysis of Decision under Risk (1979)The Framing of Decisions and the Psychology of Choice (1981)Prospect theory: An analysis of decision under risk (1988)Power and Perspectives Not Taken (2006)8 Social Hierarchy: The Self‐Reinforcing Nature of Power and Status (2008)Having less, giving more: The influence of social class on prosocial behavior. (2010)Interpersonal Effects in Computer-Mediated Interaction (1992)Autoethnography: An Overview (2010)Word of mouth and interpersonal communication: A review and directions for future research (2014)Attachment and Loss (1969)Culture and the Self: Implications for Cognition, Emotion, and Motivation (1991)A Model of Customer Satisfaction with Service Encounters Involving Failure and Recovery (1999)The Role of Justice in Organizations: A Meta-Analysis (2001)What's the difference? diversity constructs as separation, variety, or disparity in organizations (2007)The nature and measurement of meaning. (1952)Person, Process, Choice: The Psychology of New Venture Creation (1992)Situated Learning and Education (1996)
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References

  • 1872The expression of the emotions in man and animals.12,119 cited
  • 2001Judgment under emotional certainty and uncertainty: The effects of specific emotions on information processing.1,443 cited
  • 1981Verbal and Nonverbal Communication of Deception1,341 cited
  • 2005Feeling and Believing: The Influence of Emotion on Trust.1,300 cited
  • 1939Experimental Psychology1,242 cited
  • 2006Power, optimism, and risk‐taking1,208 cited
  • 1985Handbook of Interpersonal Communication1,112 cited
  • 2004The Interpersonal Effects of Anger and Happiness in Negotiations.884 cited
  • 1999Feminized management and backlash toward agentic women: The hidden costs to women of a kinder, gentler image of middle managers.867 cited
  • 1987Distributive Justice: A Social-Psychological Perspective818 cited
  • 1994ENHANCING EFFECTIVENESS: AN INVESTIGATION OF ADVANTAGES AND DISADVANTAGES OF VALUE‐BASED INTRAGROUP CONFLICT809 cited
  • 2000Influence of social motives on integrative negotiation: A meta-analytic review and test of two theories.772 cited
  • 1992A Behavioral Theory of Labor Negotiations: An Analysis of a Social Interaction System.762 cited
  • 1986The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation758 cited

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  • 1974Detecting deception from the body or face.732 cited
  • 1971Strategic Interaction.707 cited
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    • 2020Emotional intelligence, psychological safety, and team decision making41 cited