Face threat sensitivity in distributive negotiations: Effects on negotiator self-esteem and demands

Face threat sensitivity (FTS) is defined as reactive sensitivity to threats to one’s social self-worth. In negotiations, such threats may come from a counterpart's competitive behavior. We developed and tested the argument that individuals high in face threat sensitivity, when negotiating with...

Descripción completa

Detalles Bibliográficos
Autores principales: Tuncel, Ece, Kong, Dejun Tony, McLean Parks, Judi, van Kleef, Gerben A.
Formato: Online Artículo Texto
Lenguaje:English
Publicado: Elsevier Inc. 2020
Materias:
Article
Acceso en línea:https://www.ncbi.nlm.nih.gov/pmc/articles/PMC7495178/
https://www.ncbi.nlm.nih.gov/pubmed/32958980
http://dx.doi.org/10.1016/j.obhdp.2020.07.004

Internet

https://www.ncbi.nlm.nih.gov/pmc/articles/PMC7495178/
https://www.ncbi.nlm.nih.gov/pubmed/32958980
http://dx.doi.org/10.1016/j.obhdp.2020.07.004

Ejemplares similares