Emotions as strategic information: Effects of other's emotional expressions on fixed-pie perception, demands, and integrative behavior in negotiation

Journal of Experimental Social Psychology

Volumn 44, Issue 6, 2008, Pages 1444-1454

  Pietroni, Davide ^a   Van Kleef, Gerben A ^b   De Dreu, Carsten K W ^b   Pagliaro, Stefano ^a  

^a UNIVERSITY OF CHIETI   (Italy)

^b UNIVERSITY OF AMSTERDAM   (Netherlands)

Author keywords

Demands; Emotion; Fixed pie perception; Information; Integrative behavior; Negotiation; Win win agreement

Indexed keywords

EID: 52749096730     PISSN: 00221031     EISSN: 10960465     Source Type: Journal    
DOI: 10.1016/j.jesp.2008.06.007     Document Type: Article

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