Subjective value during sequential negotiations: The mediating effect of anger

William J. Becker, Russell Cropanzano, Barry Goldman

Research output: Contribution to conferencePaper

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 - Jan 1 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

Fingerprint Dive into the research topics of 'Subjective value during sequential negotiations: The mediating effect of anger'. Together they form a unique fingerprint.

  • Cite this

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