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I feel, therefore you act: Intrapersonal and interpersonal effects of emotion on negotiation as a function of social power

Overbeck, Jennifer R.; Neale, Margaret A.; Govan, … - In: Organizational Behavior and Human Decision Processes 112 (2010) 2, pp. 126-139

We examine how emotion (anger and happiness) affects value claiming and creation in a dyadic negotiation between parties with unequal power. Using a new statistical technique that analyzes individual data while controlling for dyad-level dependence, we demonstrate that anger is helpful for...

Persistent link: https://www.econbiz.de/10008488463

Experts, amateurs, and refrigerators: Comparing expert and amateur negotiators in a novel task

Neale, Margaret A.; Northcraft, Gregory B. - In: Organizational Behavior and Human Decision Processes 38 (1986) 3, pp. 305-317

Persistent link: https://www.econbiz.de/10005348345

Agents as information brokers: The effects of information disclosure on negotiated outcomes

Valley, Kathleen L.; White, Sally Blount; Neale, Margaret A. - In: Organizational Behavior and Human Decision Processes 51 (1992) 2, pp. 220-236

Persistent link: https://www.econbiz.de/10005348370

Judgment by heuristics: Effects of ratee and rater characteristics and performance standards on performance-related judgments

Huber, Vandra L.; Neale, Margaret A.; Nofthcraft, Gregory B. - In: Organizational Behavior and Human Decision Processes 40 (1987) 2, pp. 149-169

Persistent link: https://www.econbiz.de/10005348437

The Negotiated Allocation of Benefits and Burdens: The Impact of Outcome Valence, Contribution, and Relationship

Sondak, Harris; Neale, Margaret A.; Pinkley, Robin - In: Organizational Behavior and Human Decision Processes 64 (1995) 3, pp. 249-260

Persistent link: https://www.econbiz.de/10005348467

The framing of negotiations: Contextual versus task frames

Neale, Margaret A.; Huber, Vandra L.; Northcraft, Gregory B. - In: Organizational Behavior and Human Decision Processes 39 (1987) 2, pp. 228-241

Persistent link: https://www.econbiz.de/10005348472

Negotiator cognition and rationality: A behavioral decision theory perspective

Neale, Margaret A.; Bazerman, Max H. - In: Organizational Behavior and Human Decision Processes 51 (1992) 2, pp. 157-175

Persistent link: https://www.econbiz.de/10005348502

Equity, Equality, or Need? The Effects of Organizational Culture on the Allocation of Benefits and Burdens

Mannix, Elizabeth A.; Neale, Margaret A.; Northcraft, … - In: Organizational Behavior and Human Decision Processes 63 (1995) 3, pp. 276-286

Persistent link: https://www.econbiz.de/10005348554

The Role of Negotiator Aspirations and Settlement Expectancies in Bargaining Outcomes

White, Sally Blount; Neale, Margaret A. - In: Organizational Behavior and Human Decision Processes 57 (1994) 2, pp. 303-317

Persistent link: https://www.econbiz.de/10005348774

Information Technology as a Jealous Mistress: Competition for Knowledge between Individuals and Organizations

Neale, Margaret A.; Griffith, Terri; Sawyer, John E. - Graduate School of Business, Stanford University - 2000

Information technology may play the role of a jealous mistress when it comes to the relationship between individual and organizational knowledge creation. Information technology can facilitate the dissemination of knowledge across the organization - even to the point of making virtual groups a...

Persistent link: https://www.econbiz.de/10005350167