What Makes Negotiators Happy? The Differential Effects of Internal and External Social Comparisons on Negotiator Satisfaction

By Nathan Novemsky, Maurice E. Schweitzer. 2004

88 citations recorded by the source corpus.

Subfields: Gender Studies, Organizational Behavior and Human Resource Management, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/1859b809e20fcc9aba961845ca64dcc8278aa95f

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Gender Studies

1. Mara Olekalns
2. Carol T. Kulik

In Organizational Behavior and Human Resource Management

1. Mara Olekalns
2. Carol T. Kulik

In Sociology and Political Science

1. Mara Olekalns
2. Carol T. Kulik

Citations in the corpus

• Negotiating the Gender Divide (2012, background): “Either way, women and men enter negotiations with different social utility functions (Loewenstein, Thompson, & Bazerman, 1989; Novemsky & Schweitzer, 2004): Women weight social outcomes more heavily than economic outcomes, whereas men weight economic outcomes more heavily than social outcomes.”