The effects of self-emotion, counterpart emotion, and counterpart behavior on negotiator behavior: a comparison of individual-level and dyad-level dynamics

By A. Butt, Jin Nam Choi, Alfred M. Jaeger. 2005

131 citations recorded by the source corpus.

Subfields: Gender Studies, Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/b2032c3d267cd0a86aa3ac5a2363fed3962fbfb8

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. Usman Raja
2. Hillary Anger Elfenbein
3. G. Johns

In Social Psychology

1. Usman Raja
2. Hillary Anger Elfenbein
3. G. Johns
4. Gerben A. van Kleef
5. Stéphane Côté
6. Sharon K. Parker
7. A. Shirom
8. Dawn A. Matsumoto

In Sociology and Political Science

1. Usman Raja
2. Hillary Anger Elfenbein
3. G. Johns
4. Gerben A. van Kleef
5. V. Venkatesh
6. Marylène Gagné
7. Neal M. Ashkanasy
8. A. Shirom

Citations in the corpus

• The joint effects of personality and job scope on in-role performance, citizenship behaviors, and creativity (2010, methodology): “The surveys were conducted in English, as it is taught as a compulsory course in school and is the medium of instruction for all higher education in Pakistan.”
• 7 Emotion in Organizations: A Review and Theoretical Integration (2007, background): “For example, because negotiators tend to be attuned to their counterparts' behaviors in order to reciprocate or complement these behaviors as appropriate, it is difficult to make performance predictions based on one negotiator's emotional state in the absence of considering the partner's state as we”