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Flattery may get you somewhere: The strategic implications of providing positive vs. negative feedback about ability vs. ethicality in negotiation

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  • Kim, Peter H.
  • Diekmann, Kristina A.
  • Tenbrunsel, Ann E.
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    File URL: http://www.sciencedirect.com/science/article/B6WP2-47XSX6J-4/2/7c0312dfddb44565a4c4548c8f11ab78
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    Bibliographic Info

    Article provided by Elsevier in its journal Organizational Behavior and Human Decision Processes.

    Volume (Year): 90 (2003)
    Issue (Month): 2 (March)
    Pages: 225-243

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    Handle: RePEc:eee:jobhdp:v:90:y:2003:i:2:p:225-243

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    Web page: http://www.elsevier.com/locate/obhdp

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    1. Thompson, Leigh & Hastie, Reid, 1990. "Social perception in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 47(1), pages 98-123, October.
    2. Podsakoff, Philip M. & Farh, Jiing-Lih, 1989. "Effects of feedback sign and credibility on goal setting and task performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 44(1), pages 45-67, August.
    3. Ashford, Susan J. & Northcraft, Gregory B., 1992. "Conveying more (or less) than we realize: The role of impression-management in feedback-seeking," Organizational Behavior and Human Decision Processes, Elsevier, vol. 53(3), pages 310-334, December.
    4. Kim, Peter H., 1997. "When What You KnowCanHurt You: A Study of Experiential Effects on Group Discussion and Performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 69(2), pages 165-177, February.
    5. Messick, David M., 1999. "Alternative logics for decision making in social settings," Journal of Economic Behavior & Organization, Elsevier, vol. 39(1), pages 11-28, May.
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    Cited by:
    1. Kim, Peter H. & Cooper, Cecily D. & Dirks, Kurt T. & Ferrin, Donald L., 2013. "Repairing trust with individuals vs. groups," Organizational Behavior and Human Decision Processes, Elsevier, vol. 120(1), pages 1-14.
    2. Kim, Peter H. & Dirks, Kurt T. & Cooper, Cecily D. & Ferrin, Donald L., 2006. "When more blame is better than less: The implications of internal vs. external attributions for the repair of trust after a competence- vs. integrity-based trust violation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 99(1), pages 49-65, January.

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