Subjective value during sequential negotiations: The mediating effect of anger

William J. Becker, Russell Cropanzano, Barry Goldman

Research output: Contribution to conferencePaperpeer-review

2 Scopus citations

Abstract

We investigated sequential negotiations with different counterparts, predicting that the outcome of one negotiation influences anger and subjective value in a subsequent negotiation. Subjective value spills over and is negatively related to outcomes obtained in a later negotiation. Results in both an experiment and field study were supportive.

Original languageEnglish (US)
Pages471-476
Number of pages6
DOIs
StatePublished - 2014
Event74th Annual Meeting of the Academy of Management, AOM 2014 - Philadelphia, United States
Duration: Aug 1 2014Aug 4 2014

Other

Other74th Annual Meeting of the Academy of Management, AOM 2014
CountryUnited States
CityPhiladelphia
Period8/1/148/4/14

ASJC Scopus subject areas

  • Management Information Systems
  • Management of Technology and Innovation
  • Industrial relations

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