Unlocking integrative potential: Expressed emotional ambivalence and negotiation outcomes

Organizational Behavior and Human Decision Processes（2015）

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摘要

•Implications of expressed emotional ambivalence in mixed-motive negotiations are examined.•Expressed ambivalence elicited integrative outcomes in negotiations.•Expressed ambivalence elicited inferences of submissiveness.•Inferred submissiveness mediated effect of ambivalence on integrative outcomes.

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关键词

Emotions,Emotional ambivalence,Perceived submissiveness,Integrative outcomes,Emotions in negotiation

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