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Face threat sensitivity in negotiation: Roadblock to agreement and joint gain

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  • White, Judith B.
  • Tynan, Renee
  • Galinsky, Adam D.
  • Thompson, Leigh
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    File URL: http://www.sciencedirect.com/science/article/B6WP2-4CCF932-1/2/9f50cb38889a4ef27a6e90270f47ea0e
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    Bibliographic Info

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

    Volume (Year): 94 (2004)
    Issue (Month): 2 (July)
    Pages: 102-124

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    Handle: RePEc:eee:jobhdp:v:94:y:2004:i:2:p:102-124

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

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    References

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    1. Kahneman, Daniel & Knetsch, Jack L & Thaler, Richard H, 1990. "Experimental Tests of the Endowment Effect and the Coase Theorem," Journal of Political Economy, University of Chicago Press, vol. 98(6), pages 1325-48, December.
    2. Thaler, Richard, 1980. "Toward a positive theory of consumer choice," Journal of Economic Behavior & Organization, Elsevier, vol. 1(1), pages 39-60, March.
    3. Kray, Laura J. & Galinsky, Adam D. & Thompson, Leigh, 2002. "Reversing the Gender Gap in Negotiations: An Exploration of Stereotype Regeneration," Organizational Behavior and Human Decision Processes, Elsevier, vol. 87(2), pages 386-410, March.
    4. Allred, Keith G. & Mallozzi, John S. & Matsui, Fusako & Raia, Christopher P., 1997. "The Influence of Anger and Compassion on Negotiation Performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 70(3), pages 175-187, June.
    5. Lynch, David R. & Evans, T. David, 2002. "Attributes of highly effective criminal defense negotiators," Journal of Criminal Justice, Elsevier, vol. 30(5), pages 387-396.
    6. Thompson, Leigh & Hastie, Reid, 1990. "Social perception in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 47(1), pages 98-123, October.
    7. Kramer, Roderick M. & Newton, Elizabeth & Pommerenke, Pamela L., 1993. "Self-Enhancement Biases and Negotiator Judgment: Effects of Self-Esteem and Mood," Organizational Behavior and Human Decision Processes, Elsevier, vol. 56(1), pages 110-133, October.
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    Cited by:
    1. Curhan, Jared R. & Elfenbein, Hillary Anger & Xu, Heng, 2005. "What do People Value when they Negotiate? Mapping the Domain of Subjective Value in Negotiation," Working papers 18234, Massachusetts Institute of Technology (MIT), Sloan School of Management.
    2. Wan, Lisa C., 2013. "Culture's impact on consumer complaining responses to embarrassing service failure," Journal of Business Research, Elsevier, vol. 66(3), pages 298-305.

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