Strategic consequences of emotional misrepresentation in negotiation: The blowback effect.

Recent research indicates that expressing anger elicits concession making from negotiating counterparts. When emotions are conveyed either by a computer program or by a confederate, results appear to affirm a long-standing notion that feigning anger is an effective bargaining tactic. We hypothesize...

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Detalles Bibliográficos

Publicado en:	Journal of Applied Psychology Vol. 101; no. 5; pp. 605 - 625
Autores principales:	Campagna, Rachel L., Mislin, Alexandra A., Kong, Dejun Tony, Bottom, William P.
Formato:	journal article
Publicado:	American Psychological Association May2016
Materias:	Anger management Negotiation Collective bargaining Concession bargaining Computer software > Social aspects
Acceso en línea:	Ver este registro en EBSCOhost