Mind the First Step: The Intrapersonal Effects of Affect on the Decision to Initiate Negotiations under Bargaining Power Asymmetry

We undertook two vignette studies to examine the role of affect (trait and state) and bargaining power on initiating negotiations, an often overlooked stage of the negotiation process. Using a job negotiation opportunity, we examine three distinct phases of the initiation process—engaging a counterp...

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Detalles Bibliográficos
Autores principales: Kapoutsis, Ilias, Volkema, Roger, Lampaki, Antonia
Formato: Online Artículo Texto
Lenguaje:English
Publicado: Frontiers Media S.A. 2017
Materias:
Psychology
Acceso en línea:https://www.ncbi.nlm.nih.gov/pmc/articles/PMC5539169/
https://www.ncbi.nlm.nih.gov/pubmed/28824496
http://dx.doi.org/10.3389/fpsyg.2017.01313

Internet

https://www.ncbi.nlm.nih.gov/pmc/articles/PMC5539169/
https://www.ncbi.nlm.nih.gov/pubmed/28824496
http://dx.doi.org/10.3389/fpsyg.2017.01313

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