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Can Nervous Nelly negotiate? How anxiety causes negotiators to make low first offers, exit early, and earn less profit

Citations

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Cited by:

  1. Kang, Min Jeong & Camerer, Colin, 2018. "Measured anxiety affects choices in experimental “clock” games," Research in Economics, Elsevier, vol. 72(1), pages 49-64.
  2. Uddin, Main & Wang, Liang Choon & Smyth, Russell, 2021. "Do government-initiated energy comparison sites encourage consumer search and lower prices? Evidence from an online randomized controlled experiment in Australia," Journal of Economic Behavior & Organization, Elsevier, vol. 188(C), pages 167-182.
  3. Gino, Francesca & Sezer, Ovul & Huang, Laura, 2020. "To be or not to be your authentic self? Catering to others’ preferences hinders performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 158(C), pages 83-100.
  4. Shalvi, Shaul & Reijseger, Gaby & Handgraaf, Michel J.J. & Appelt, Kirstin C. & ten Velden, Femke S. & Giacomantonio, Mauro & De Dreu, Carsten K.W., 2013. "Pay to walk away: Prevention buyers prefer to avoid negotiation," Journal of Economic Psychology, Elsevier, vol. 38(C), pages 40-49.
  5. Prakash, Kushneel & Awaworyi Churchill, Sefa & Smyth, Russell, 2022. "Are you puffing your Children's future away? Energy poverty and childhood exposure to passive smoking," Economic Modelling, Elsevier, vol. 114(C).
  6. Ethné Swartz & Frances Amatucci, 2018. "Framing Second Generation Gender Bias: Implications For Women’S Entrepreneurship," Journal of Developmental Entrepreneurship (JDE), World Scientific Publishing Co. Pte. Ltd., vol. 23(02), pages 1-17, June.
  7. Lenka Mynaříková & Vít Pošta, 2023. "The Effect of Consumer Confidence and Subjective Well-being on Consumers’ Spending Behavior," Journal of Happiness Studies, Springer, vol. 24(2), pages 429-453, February.
  8. Hafenbrack, Andrew C. & Vohs, Kathleen D., 2018. "Mindfulness Meditation Impairs Task Motivation but Not Performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 147(C), pages 1-15.
  9. Schaerer, Michael & Loschelder, David D. & Swaab, Roderick I., 2016. "Bargaining zone distortion in negotiations: The elusive power of multiple alternatives," Organizational Behavior and Human Decision Processes, Elsevier, vol. 137(C), pages 156-171.
  10. Modupe Akinola & Ilona Fridman & Shira Mor & Michael W Morris & Alia J Crum, 2016. "Adaptive Appraisals of Anxiety Moderate the Association between Cortisol Reactivity and Performance in Salary Negotiations," PLOS ONE, Public Library of Science, vol. 11(12), pages 1-10, December.
  11. Hart, Einav & Schweitzer, Maurice E., 2020. "Getting to less: When negotiating harms post-agreement performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 156(C), pages 155-175.
  12. Brañas-Garza, Pablo & Cabrales, Antonio & Mateu, Guillermo & Sánchez, Angel & Sutan, Angela, 2023. "Social interaction and negotiation outcomes: An experimental approach," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 102(C).
  13. Wakefield, Lane T. & Bennett, Gregg, 2018. "Sports fan experience: Electronic word-of-mouth in ephemeral social media," Sport Management Review, Elsevier, vol. 21(2), pages 147-159.
  14. Rogers, Todd & Zeckhauser, Richard & Gino, Francesco & Schweitzer, Maurice & Norton, Mike, 2014. "Artful Paltering: The Risks and Rewards of Using Truthful Statements to Mislead Others," Working Paper Series rwp14-045, Harvard University, John F. Kennedy School of Government.
  15. Michael Adu Okyere & Boqiang Lin, 2023. "Invisible among the vulnerable: a nuanced perspective of energy poverty at the intersection of gender and disability in South Africa," Palgrave Communications, Palgrave Macmillan, vol. 10(1), pages 1-14, December.
  16. Hafenbrack, Andrew C., 2017. "Mindfulness Meditation as an On-The-Spot Workplace Intervention," Journal of Business Research, Elsevier, vol. 75(C), pages 118-129.
  17. Liu, Xin Lucy & Lu, Jackson G. & Zhang, Hongyu & Cai, Yahua, 2021. "Helping the organization but hurting yourself: How employees’ unethical pro-organizational behavior predicts work-to-life conflict," Organizational Behavior and Human Decision Processes, Elsevier, vol. 167(C), pages 88-100.
  18. Agrawal, Nidhi & Han, DaHee & Duhachek, Adam, 2013. "Emotional agency appraisals influence responses to preference inconsistent information," Organizational Behavior and Human Decision Processes, Elsevier, vol. 120(1), pages 87-97.
  19. Yip, Jeremy A. & Schweitzer, Maurice E., 2019. "Losing your temper and your perspective: Anger reduces perspective-taking," Organizational Behavior and Human Decision Processes, Elsevier, vol. 150(C), pages 28-45.
  20. SimanTov-Nachlieli, Ilanit & Har-Vardi, Liron & Moran, Simone, 2020. "When negotiators with honest reputations are less (and more) likely to be deceived," Organizational Behavior and Human Decision Processes, Elsevier, vol. 157(C), pages 68-84.
  21. Kramer, Thomas & Block, Lauren G., 2014. "Like Mike: Ability contagion through touched objects increases confidence and improves performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 124(2), pages 215-228.
  22. Sun, Katherine Qianwen & Slepian, Michael L., 2020. "The conversations we seek to avoid," Organizational Behavior and Human Decision Processes, Elsevier, vol. 160(C), pages 87-105.
  23. Delis, Manthos & Galariotis, Emilios & Monne, Jerome, 2021. "Economic condition and financial cognition," Journal of Banking & Finance, Elsevier, vol. 123(C).
  24. Shirako, Aiwa & Kilduff, Gavin J. & Kray, Laura J., 2015. "Is there a place for sympathy in negotiation? Finding strength in weakness," Organizational Behavior and Human Decision Processes, Elsevier, vol. 131(C), pages 95-109.
  25. Ma, Anyi & Yang, Yu & Savani, Krishna, 2019. "“Take it or leave it!” A choice mindset leads to greater persistence and better outcomes in negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 153(C), pages 1-12.
  26. Kerim Peren Arin & Juan A. Lacomba & Francisco Lagos & Deni Mazrekaj & Marcel Thum, 2021. "Misperceptions and Fake News during the Covid-19 Pandemic," CESifo Working Paper Series 9066, CESifo.
  27. Wakefield, Lane T. & Wakefield, Robin L., 2018. "Anxiety and Ephemeral Social Media Use in Negative eWOM Creation," Journal of Interactive Marketing, Elsevier, vol. 41(C), pages 44-59.
  28. Oc, Burak & Netchaeva, Ekaterina & Kouchaki, Maryam, 2021. "It’s a man’s world! the role of political ideology in the early stages of leader recruitment," Organizational Behavior and Human Decision Processes, Elsevier, vol. 162(C), pages 24-41.
  29. Najib A. Mozahem & Moniat El Noufous K. El Masri & Nazhat M. Najm & Samah S. Saleh, 2021. "How Gender Differences in Entitlement and Apprehension Manifest Themselves in Negotiation," Group Decision and Negotiation, Springer, vol. 30(3), pages 587-610, June.
  30. Ethné Swartz & Frances M. Amatucci & Susan Coleman, 2016. "Still A Man'S World? Second Generation Gender Bias In External Equity Term Sheet Negotiations," Journal of Developmental Entrepreneurship (JDE), World Scientific Publishing Co. Pte. Ltd., vol. 21(03), pages 1-20, September.
  31. I-Jun Chen & Yu Wu & Bing-Si Wei, 2017. "Effects of anxious emotions on the behavioral problems of Chinese children with learning difficulties," Quality & Quantity: International Journal of Methodology, Springer, vol. 51(3), pages 1147-1165, May.
  32. Fernandes, Catarina R. & Yu, Siyu & Howell, Taeya M. & Wood Brooks, Alison & Kilduff, Gavin J. & Pettit, Nathan C., 2021. "What is your status portfolio? Higher status variance across groups increases interpersonal helping but decreases intrapersonal well-being," Organizational Behavior and Human Decision Processes, Elsevier, vol. 165(C), pages 56-75.
  33. Wolf, Elizabeth Baily & Lee, Jooa Julia & Sah, Sunita & Brooks, Alison Wood, 2016. "Managing perceptions of distress at work: Reframing emotion as passion," Organizational Behavior and Human Decision Processes, Elsevier, vol. 137(C), pages 1-12.
  34. Joseph P. Gaspar & Maurice E. Schweitzer, 2021. "Confident and Cunning: Negotiator Self-Efficacy Promotes Deception in Negotiations," Journal of Business Ethics, Springer, vol. 171(1), pages 139-155, June.
  35. Tuncel, Ece & Kong, Dejun Tony & McLean Parks, Judi & van Kleef, Gerben A., 2020. "Face threat sensitivity in distributive negotiations: Effects on negotiator self-esteem and demands," Organizational Behavior and Human Decision Processes, Elsevier, vol. 161(C), pages 255-273.
  36. Blunden, Hayley & Logg, Jennifer M. & Brooks, Alison Wood & John, Leslie K. & Gino, Francesca, 2019. "Seeker beware: The interpersonal costs of ignoring advice," Organizational Behavior and Human Decision Processes, Elsevier, vol. 150(C), pages 83-100.
  37. Ece Tuncel & William P. Bottom, 2019. "The Differential Effects of Fear and Tranquility on Risk Taking When Probabilistic Information is Communicated in Verbal Terms," Group Decision and Negotiation, Springer, vol. 28(4), pages 671-693, August.
  38. Krische, Susan & Mislin, Alexandra, 2020. "The impact of financial literacy on negotiation behavior," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 87(C).
  39. Brooks, Alison Wood & Schroeder, Juliana & Risen, Jane L. & Gino, Francesca & Galinsky, Adam D. & Norton, Michael I. & Schweitzer, Maurice E., 2016. "Don’t stop believing: Rituals improve performance by decreasing anxiety," Organizational Behavior and Human Decision Processes, Elsevier, vol. 137(C), pages 71-85.
  40. Brown, Zachariah C. & Anicich, Eric M. & Galinsky, Adam D., 2020. "Compensatory conspicuous communication: Low status increases jargon use," Organizational Behavior and Human Decision Processes, Elsevier, vol. 161(C), pages 274-290.
  41. Ashleigh Shelby Rosette & Shirli Kopelman & JeAnna Lanza Abbott, 2014. "Good Grief! Anxiety Sours the Economic Benefits of First Offers," Group Decision and Negotiation, Springer, vol. 23(3), pages 629-647, May.
  42. Byrne, David P. & Martin, Leslie A., 2021. "Consumer search and income inequality," International Journal of Industrial Organization, Elsevier, vol. 79(C).
  43. Masters-Waage, Theodore C. & Nai, Jared & Reb, Jochen & Sim, Samantha & Narayanan, Jayanth & Tan, Noriko, 2021. "Going far together by being here now: Mindfulness increases cooperation in negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 167(C), pages 189-205.
  44. Inesi, M. Ena & Adams, Gabrielle S. & Gupta, Anurag, 2021. "When it pays to be kind: The allocation of indirect reciprocity within power hierarchies," Organizational Behavior and Human Decision Processes, Elsevier, vol. 165(C), pages 115-126.
  45. Zhiyong Yang & Ritesh Saini & Traci Freling, 2015. "How Anxiety Leads to Suboptimal Decisions Under Risky Choice Situations," Risk Analysis, John Wiley & Sons, vol. 35(10), pages 1789-1800, October.
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