Hot or Cold: Is Communicating Anger or Threats More Effective in Negotiation?

Journal of Applied Psychology

Volumn 96, Issue 5, 2011, Pages 1018-1032

  Sinaceur, Marwan ^a   Van Kleef, Gerben A ^b   Neale, Margaret A ^c   Adam, Hajo ^d   Haag, Christophe ^e  

^a INSEAD   (France)

^b UNIVERSITY OF AMSTERDAM   (Netherlands)

^c STANFORD UNIVERSITY   (United States)

^d NORTHWESTERN UNIVERSITY   (United States)

^e EMLYON BUSINESS SCHOOL   (France)

Author keywords

Anger; Conflict; Emotion communication; Negotiation; Threat

Indexed keywords

EID: 80052825676     PISSN: 00219010     EISSN: None     Source Type: Journal    
DOI: 10.1037/a0023896     Document Type: Article

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