How face threat sensitivity affects proactive negotiation behavior
Purpose – Face threat sensitivity (FTS) has been found to influence objective negotiated outcomes when the threat to face is activated. The purpose of this study is to extend that research by testing whether FTS – which is defined as a propensity to act – is associated with the outcomes of negotiato...
| Main Authors: | , , |
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| Format: | Article |
| Language: | English |
| Published: |
Emerald Publishing
2020-07-01
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| Series: | Organization Management Journal |
| Subjects: | |
| Online Access: | https://www.emerald.com/insight/content/doi/10.1108/OMJ-05-2019-0725/full/pdf?title=how-face-threat-sensitivity-affects-proactive-negotiation-behavior |