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Affect from the top down: How powerful individuals' positive affect shapes negotiations · Study

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ArticleAffect from the top down: How powerful individuals' positive affect shapes negotiations

Cameron P. Anderson2004

Article2004

Affect from the top down: How powerful individuals' positive affect shapes negotiations

Cameron P. Anderson · Leigh Thompson

202 citations·0/0 files stored·Organizational Behavior and Human Decision Processes

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Conflict Management and Negotiation Social and Intergroup Psychology Social Power and Status Dynamics

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References

1988Development and validation of brief measures of positive and negative affect: The PANAS scales.1988Development and validation of brief measures of positive and negative affect: The PANAS scales.1999The Big Five Trait taxonomy: History, measurement, and theoretical perspectives.2008Handbook of Personality: Theory and Research 1962Power-Dependence Relations 1959The Social Psychology of Groups 1984Negative affectivity: The disposition to experience aversive emotional states.1992Handbook of Personality : Theory and Research

Cited by

2008Are individuals' reputations related to their history of behavior?2008Mutually Dependent: Power, Trust, Affect and the Use of Deception in Negotiation 2010I feel, therefore you act: Intrapersonal and interpersonal effects of emotion on negotiation as a function of social power 2013'I Cheated, But Only a Little' – Partial Confessions to Unethical Behavior 2020From CEO passion to exploratory and exploitative innovation: the moderating roles of market and technological turbulence

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2008A Reciprocal Influence Model of Social Power: Emerging Principles and Lines of Inquirychapter · 18 shared references 2010The functions and dysfunctions of hierarchyarticle · 16 shared references 2010I feel, therefore you act: Intrapersonal and interpersonal effects of emotion on negotiation as a function of social powerarticle · 13 shared references 2012Beyond negotiated outcomes: The hidden costs of anger expression in dyadic negotiationarticle · 12 shared references 2002The experience of power: Examining the effects of power on approach and inhibition tendencies.article · 11 shared references 2003Emotional convergence between people over time.article · 11 shared references

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Year2004

Typearticle

Published2004-06-25

VenueOrganizational Behavior and Human Decision Processes

ISSN-L0749-5978

Languageen

Citations202

Files0 public / 0

ShelfConflict Management and Negotiation

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doi10.1016/j.obhdp.2004.05.002

openalex_workW2126185102

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2010Establishing a Positive Emotional Climate to Create 21st-Century Organizational Change

2020Stereotypes about academic entrepreneurs and their negotiation counterparts’ collaborative behavior