Exploring the Cognitive-Emotional Fugue in Electronic Negotiations
AbstractA substantial body of literature in CMC and eNS research suggests that communication via textual electronic media is devoid of emotional content as many non- and para-verbal indicators...
View ArticleEmotions in e-Negotiations
AbstractEmotions influence the course of a negotiation in at least two ways: First, emotions and cognition are strongly interrelated, thereby affecting negotiators’ decision making (intra-personal)....
View ArticleUps and Downs: Emotional Dynamics in Negotiations and Their Effects on...
AbstractOrganizational scholars now acknowledge the relevance of emotions in virtually every aspect of organizational life, including negotiations and conflict resolution. Integrating negotiation phase...
View ArticleTo Match or Not to Match? Reactions to Turning Points in Negotiation
AbstractThis study examines the impacts of process frames and salience of a turning point on negotiators’ responses to a departure during the negotiation process. Results show that individuals...
View ArticleExploring Perceptions of Advertising Ethics: An Informant-Derived Approach
AbstractWhilst considerable research exists on determining consumer responses to pre-determined statements within numerous ad ethics contexts, our understanding of consumer thoughts regarding ad ethics...
View ArticleTake the Right Turn: The Role of Social Signals and Action–Reaction Sequences...
AbstractNegotiations and conflicts do not evolve smoothly but are discontinuous involving transitions, break-, and turning points that change the flow of the negotiation. Given that these departures...
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