Beyond negotiated outcomes: The hidden costs of anger expression in dyadic negotiation

By Lu Wang, Gregory B. Northcraft, Gerben A. van Kleef. 2012

122 citations recorded by the source corpus.

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

View Paper: https://www.semanticscholar.org/paper/4f6be881f0324da6e8f61719030bd7235333d9a0

How researchers see this paper

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

In Organizational Behavior and Human Resource Management

1. Gerben A. van Kleef
2. A. S. R. Manstead
3. Brian Parkinson

In Sociology and Political Science

1. Gerben A. van Kleef
2. Carsten K. W. De Dreu
3. A. S. R. Manstead
4. Lukas F. Koning
5. Stéphane Côté
6. Arik Cheshin
7. Lu Wang
8. Ivona Hideg

Citations in the corpus

• Understanding the positive and negative effects of emotional expressions in organizations: EASI does it (2014, background): “Finally, a recent study showed that even if negotiators give in to an angry opponent during the negotiation, they may still get back at their opponent after the negotiation, for instance by assigning him or her unattractive tasks (Wang et al., 2012).”