Communicating with warmth in distributive negotiations is surprisingly counterproductive
Martha Jeong, Julia Minson, Michael Yeomans, Francesca Gino
| Year of publication: |
2019
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|---|---|
| Authors: | Jeong, Martha ; Minson, Julia ; Yeomans, Michael ; Gino, Francesca |
| Published in: |
Management science : journal of the Institute for Operations Research and the Management Sciences. - Catonsville, MD : INFORMS, ISSN 0025-1909, ZDB-ID 206345-1. - Vol. 65.2019, 12, p. 5813-5837
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| Subject: | economics | behavior and behavioral decision making | organizational studies | behavior | effectiveness performance | decision making | Entscheidung | Decision | Verhalten | Behaviour | Verhaltensökonomik | Behavioral economics | Entscheidungstheorie | Decision theory | Verhalten in Organisationen | Organizational behaviour |
| Type of publication: | Article |
|---|---|
| Type of publication (narrower categories): | Aufsatz in Zeitschrift ; Article in journal |
| Language: | English |
| Other identifiers: | 10.1287/mnsc.2018.3199 [DOI] |
| Source: | ECONIS - Online Catalogue of the ZBW |
Persistent link: https://www.econbiz.de/10012146900