Miles, Edward W.; Schatten, Jeff; Chapman, Elizabeth - In: Organization management journal : official journal of … 17 (2020) 1, pp. 2-14
Purpose - Face threat sensitivity (FTS) has been found to influence objective negotiated outcomes when the threat to … propensity to act - is associated with the outcomes of negotiators when the threat has not been specifically activated. Face … the threat is not activated, high FTS buyers pay more than low FTS buyers. Consistent with face theory and social role …