Subjective value during sequential negotiations: The mediating effect of anger

William J. Becker, Russell Cropanzano, Barry M Goldman

Research output: Chapter in Book/Report/Conference proceedingConference contribution

2 Citations (Scopus)

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)
Title of host publication74th Annual Meeting of the Academy of Management, AOM 2014
PublisherAcademy of Management
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

Fingerprint

Hazardous materials spills
Experiments
Subjective value
Anger
Mediating effect

ASJC Scopus subject areas

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

Cite this

Becker, W. J., Cropanzano, R., & Goldman, B. M. (2014). Subjective value during sequential negotiations: The mediating effect of anger. In 74th Annual Meeting of the Academy of Management, AOM 2014 (pp. 471-476). Academy of Management. https://doi.org/10.5465/AMBPP.2014.82

Subjective value during sequential negotiations : The mediating effect of anger. / Becker, William J.; Cropanzano, Russell; Goldman, Barry M.

74th Annual Meeting of the Academy of Management, AOM 2014. Academy of Management, 2014. p. 471-476.

Research output: Chapter in Book/Report/Conference proceedingConference contribution

Becker, WJ, Cropanzano, R & Goldman, BM 2014, Subjective value during sequential negotiations: The mediating effect of anger. in 74th Annual Meeting of the Academy of Management, AOM 2014. Academy of Management, pp. 471-476, 74th Annual Meeting of the Academy of Management, AOM 2014, Philadelphia, United States, 8/1/14. https://doi.org/10.5465/AMBPP.2014.82
Becker WJ, Cropanzano R, Goldman BM. Subjective value during sequential negotiations: The mediating effect of anger. In 74th Annual Meeting of the Academy of Management, AOM 2014. Academy of Management. 2014. p. 471-476 https://doi.org/10.5465/AMBPP.2014.82
Becker, William J. ; Cropanzano, Russell ; Goldman, Barry M. / Subjective value during sequential negotiations : The mediating effect of anger. 74th Annual Meeting of the Academy of Management, AOM 2014. Academy of Management, 2014. pp. 471-476
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