In a computer-mediated negotiation experiment (N = 107), it is investigated how and why intragroup characteristics, such as a competitive or cooperative group norm and a negotiator's standing within the own constituent group, interplay with personality to influence the behavior of a group...

Exploring a prevalent yet under-researched phenomenon in organizations, we examine the effect of multi-source negative gossip (i.e., gossip from coworkers and supervisors) on targets’ strategic behavioral responses. Drawing on appraisal theory of emotion, we propose that negative gossip from...

In two experiments we investigated the interpersonal effects of anger and disappointment in negotiations. Whereas previous research has focused on the informational inferences bargainers make following emotions, we emphasize the importance of the affective reactions to others’ emotions. Our...