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At a loss for words: Dominating the conversation and the outcome in negotiation as a function of intricate arguments and communication media

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  • Loewenstein, Jeffrey
  • Morris, Michael W.
  • Chakravarti, Agnish
  • Thompson, Leigh
  • Kopelman, Shirli

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  • Loewenstein, Jeffrey & Morris, Michael W. & Chakravarti, Agnish & Thompson, Leigh & Kopelman, Shirli, 2005. "At a loss for words: Dominating the conversation and the outcome in negotiation as a function of intricate arguments and communication media," Organizational Behavior and Human Decision Processes, Elsevier, vol. 98(1), pages 28-38, September.
    • Handle: RePEc:eee:jobhdp:v:98:y:2005:i:1:p:28-38
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    References listed on IDEAS

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    1. De Dreu, Carsten K. W., 2003. "Time pressure and closing of the mind in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 91(2), pages 280-295, July.
    2. Moore, Don A. & Kurtzberg, Terri R. & Thompson, Leigh L. & Morris, Michael W., 1999. "Long and Short Routes to Success in Electronically Mediated Negotiations: Group Affiliations and Good Vibrations, , , , , ," Organizational Behavior and Human Decision Processes, Elsevier, vol. 77(1), pages 22-43, January.
    3. Valley, Kathleen L. & Moag, Joseph & Bazerman, Max H., 1998. "'A matter of trust':: Effects of communication on the efficiency and distribution of outcomes," Journal of Economic Behavior & Organization, Elsevier, vol. 34(2), pages 211-238, February.
    4. Melissa C. Thomas-Hunt & Tonya Y. Ogden & Margaret A. Neale, 2003. "Who's Really Sharing? Effects of Social and Expert Status on Knowledge Exchange Within Groups," Management Science, INFORMS, vol. 49(4), pages 464-477, April.
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    Cited by:

    1. Swaab, Roderick I. & Phillips, Katherine W. & Schaerer, Michael, 2016. "Secret conversation opportunities facilitate minority influence in virtual groups: The influence on majority power, information processing, and decision quality," Organizational Behavior and Human Decision Processes, Elsevier, vol. 133(C), pages 17-32.
    2. Valsesia, Francesca & Nunes, Joseph C. & Ordanini, Andrea, 2021. "I am not talking to you: Partitioning an audience in an attempt to solve the self-promotion dilemma," Organizational Behavior and Human Decision Processes, Elsevier, vol. 165(C), pages 76-89.

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