The psychology of negotiation: Principles and basic processes

By Carsten K. W. De Dreu, B. Beersma, W. Steinel, Gerben A. van Kleef. 2007

98 citations recorded by the source corpus.

View Paper: https://www.semanticscholar.org/paper/6fb42d80fabfd06f4754eeb5e6d4ed9cb6cb6cb4

Citations in the corpus

• Emotions as strategic information: Effects of other’s emotional expressions on fixed-pie perception, demands, and integrative behavior in negotiation (2008, unknown): “Such mismatching is commonly observed in early phases of the negotiation process, where strategic information processing is particularly relevant (for more detail and discussion, see De Dreu et al., 2007; Pruitt & Carnevale, 1993; Van Kleef et al., 2004a).”
• How intragroup dynamics affect behavior in intergroup conflict: The role of group norms, prototypicality, and need to belong (2010, unknown): “Therefore, competition and cooperation can be regarded as two extremes of one scale: Larger concessions are indicative of more cooperative negotiation behavior, and smaller concessions reflect more competitive negotiation behavior (De Dreu et al., 2007).”