When Is Straightforwardness a Liability in Negotiations? The Role of Integrative Potential and Structural Power

Journal of Applied Psychology

Volumn 94, Issue 4, 2009, Pages 1032-1047

  DeRue, D Scott ^a   Conlon, Donald E ^b   Moon, Henry ^c   Willaby, Harold W ^d  

^a UNIVERSITY OF MICHIGAN   (United States)

^b MICHIGAN STATE UNIVERSITY   (United States)

^c LONDON BUSINESS SCHOOL   (United Kingdom)

^d UNIVERSITY OF SYDNEY   (Australia)

Author keywords

negotiation; personality; power; straightforwardness

Indexed keywords

ADULT; ALTRUISM; ARTICLE; BEHAVIOR; CHARACTER; DECISION MAKING; EMPATHY; FEMALE; HUMAN; HUMAN RELATION; INTERPERSONAL COMMUNICATION; MALE; NONBIOLOGICAL MODEL; PERSONNEL MANAGEMENT; PSYCHOLOGICAL MODEL; RECUMBENCY;

ALTRUISM; CHARACTER; DECEPTION; DECISION MAKING; EMPATHY; FEMALE; HUMANS; INTERPERSONAL RELATIONS; MALE; MODELS, ORGANIZATIONAL; MODELS, PSYCHOLOGICAL; NEGOTIATING; PERSONNEL MANAGEMENT; POWER (PSYCHOLOGY); TRUTH DISCLOSURE; YOUNG ADULT;

EID: 67650941905     PISSN: 00219010     EISSN: None     Source Type: Journal    
DOI: 10.1037/a0014965     Document Type: Article

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