search query: @author Kumar, R. / total: 14
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| Author: | Kumar, R. |
| Title: | The role of affect in negotiations |
| Journal: | Journal of Applied Behavioral Science
1997 : MAR, VOL. 33:1, p. 84-100 |
| Index terms: | BEHAVIOURAL SCIENCE HUMAN RESOURCE MANAGEMENT PROFITABILITY |
| Language: | eng |
| Abstract: | This article analyzes the role that is played by affect in negotiations. The author analyzes the origins of affect and its implications for negotiation processes and outcomes. Negotiation may entail both positive and negative affect; in addition, the two kinds of affect may have positive as well as negative consequences. The author's analysis of the role played by affect occurs primarily at the level of the dyad; however, the author does explore the impact of organizational context and its impact on the development of the negotiation process. |
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