The Polarizing Effect of Arousal on Negotiation
In this research, we examined the impact of physiological arousal on negotiation outcomes. Conventional wisdom and the prescriptive literature suggest that arousal should be minimized given its negative effect on negotiations, whereas prior research on misattribution of arousal suggests that arousal...
| Principais autores: | , |
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| Formato: | Artigo |
| Idioma: | en_US |
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Sage Publications
2014
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| Acesso em linha: | http://hdl.handle.net/1721.1/87628 https://orcid.org/0000-0003-0625-1831 |