The mind and heart (Literally) of the negotiator: Personality and contextual determinants of experiential reactions and economic outcomes in negotiation

Journal of Applied Psychology

Volumn 97, Issue 1, 2012, Pages 183-193

  Dimotakis, Nikolaos ^a   Conlon, Donald E ^b   Ilies, Remus ^c  

^a GEORGIA STATE UNIVERSITY   (United States)

^b MICHIGAN STATE UNIVERSITY   (United States)

^c NATIONAL UNIVERSITY OF SINGAPORE   (Singapore)

Author keywords

Affect; Arousal; Negotiation; Personality

Indexed keywords

ADULT; AFFECT; AROUSAL; ARTICLE; COMPARATIVE STUDY; FEMALE; HEART RATE; HUMAN; HUMAN RELATION; INTERPERSONAL COMMUNICATION; MALE; PERSONALITY; PHYSIOLOGY; PSYCHOLOGICAL ASPECT; RANDOMIZATION;

ADULT; AFFECT; AROUSAL; FEMALE; HEART RATE; HUMANS; INTERPERSONAL RELATIONS; MALE; NEGOTIATING; PERSONALITY; RANDOM ALLOCATION; YOUNG ADULT;

EID: 84873052392     PISSN: 00219010     EISSN: None     Source Type: Journal    
DOI: 10.1037/a0025706     Document Type: Article

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