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Beyond negotiated outcomes: The hidden costs of anger expression in dyadic negotiation · Study

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ArticleBeyond negotiated outcomes: The hidden costs of anger expression in dyadic negotiation

Lu Wang2012

Article2012

Beyond negotiated outcomes: The hidden costs of anger expression in dyadic negotiation

Lu Wang · Gregory B. Northcraft · Gerben Alexander Van Kleef

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

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Conflict Management and Negotiation Emotions and Moral Behavior Social Power and Status Dynamics

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References

1872The expression of the emotions in man and animals.1977Handbook of Industrial and Organizational Psychology.2001Justice at the millennium: A meta-analytic review of 25 years of organizational justice research.1998Ego depletion: Is the active self a limited resource?1986The Bases of Social Power 1939Frustration and aggression.1987Getting to Yes: Negotiating Agreement Without Giving in 2002The Ripple Effect: Emotional Contagion and its Influence on Group Behavior

Cited by

2016Negotiation 2021With a frown or a smile: How leader affective states spark the leader‐follower reciprocal exchange process 2024A multimethod investigation of the interpersonal effects of leader perfectionism and anger expression on employee psychological safety and creativity 2016Back to the basics: how feelings of anger affect cooperation

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2012Emotional influence at work: Take it EASIarticle · 19 shared references 2016Negotiationarticle · 14 shared references 2006Power and emotion in negotiation: power moderates the interpersonal effects of anger and happiness on concession makingarticle · 12 shared references 2007Expressing anger in conflict: When it helps and when it hurts.article · 12 shared references 2008A social functional approach to emotions in bargaining: When communicating anger pays and when it backfires.article · 12 shared references 2004Affect from the top down: How powerful individuals' positive affect shapes negotiationsarticle · 12 shared references

Details

Year2012

Typearticle

Published2012-06-13

VenueOrganizational Behavior and Human Decision Processes

ISSN-L0749-5978

Languageen

Citations144

Files0 public / 0

ShelfConflict Management and Negotiation

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doi10.1016/j.obhdp.2012.05.002

openalex_workW2162178133

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