search query: @indexterm Negotiation / total: 621
reference: 100 / 621
| Author: | Butt, A.N. Choi, J.N. Jaeger, A.M. |
| Title: | The effects of self-emotion, counterpart emotion, and counterpart behavior on negotiator behavior: a comparison of individual-level and dyad-level dynamics |
| Journal: | Journal of Organizational Behavior
2005 : SEP, VOL 26:6, p. 681-704 |
| Index terms: | Organizational behaviour Individual behaviour Communication Negotiation Psychology Asia Students |
| Freeterms: | MBA |
| Language: | eng |
| Abstract: | This study expands the negotiation (here as: negot.) literature by examining how negotiator (here as: negotr./negotrs.) behaviour is predicted by various emotions felt by the negotrs. and their counterparts (here as: c-part./c-parts.)and by c-part. negot. behaviour. Using hierarchical linear modeling, compared are individual- and dyad-level processes leading to negotr. behavior and outcomes. The results from a dyadic negot. simulation show among others that both the valence and agency of negotr. and c-part. emotions need to be considered to understand the roles of emotion in negotr. behavior. |
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