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

  • 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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    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
    Contact details of provider: Web page: http://www.elsevier.com/locate/obhdp

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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. Thompson, Leigh & Hastie, Reid, 1990. "Social perception in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 47(1), pages 98-123, October.
    3. 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.
    4. 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.
    5. 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.
    6. 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.
    7. Thaler, Richard, 1980. "Toward a positive theory of consumer choice," Journal of Economic Behavior & Organization, Elsevier, vol. 1(1), pages 39-60, March.
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