Subjective value during sequential negotiations: The mediating effect of anger

William J. Becker; Russell Cropanzano; Barry Goldman

doi:10.5465/AMBPP.2014.82

Subjective value during sequential negotiations: The mediating effect of anger

William J. Becker, Russell Cropanzano, Barry Goldman

Management and Organizations

Research output: Contribution to conference › Paper › peer-review

2 Scopus citations

Abstract

We investigated sequential negotiations with different counterparts, predicting that the outcome of one negotiation influences anger and subjective value in a subsequent negotiation. Subjective value spills over and is negatively related to outcomes obtained in a later negotiation. Results in both an experiment and field study were supportive.

Original language	English (US)
Pages	471-476
Number of pages	6
DOIs	https://doi.org/10.5465/AMBPP.2014.82
State	Published - 2014
Event	74th Annual Meeting of the Academy of Management, AOM 2014 - Philadelphia, United States Duration: Aug 1 2014 → Aug 4 2014

Other

Other	74th Annual Meeting of the Academy of Management, AOM 2014
Country/Territory	United States
City	Philadelphia
Period	8/1/14 → 8/4/14

ASJC Scopus subject areas

Management Information Systems
Management of Technology and Innovation
Industrial relations

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10.5465/AMBPP.2014.82

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title = "Subjective value during sequential negotiations: The mediating effect of anger",

abstract = "We investigated sequential negotiations with different counterparts, predicting that the outcome of one negotiation influences anger and subjective value in a subsequent negotiation. Subjective value spills over and is negatively related to outcomes obtained in a later negotiation. Results in both an experiment and field study were supportive.",

author = "Becker, {William J.} and Russell Cropanzano and Barry Goldman",

year = "2014",

doi = "10.5465/AMBPP.2014.82",

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note = "74th Annual Meeting of the Academy of Management, AOM 2014 ; Conference date: 01-08-2014 Through 04-08-2014",

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T2 - 74th Annual Meeting of the Academy of Management, AOM 2014

AU - Becker, William J.

AU - Cropanzano, Russell

AU - Goldman, Barry

PY - 2014

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N2 - We investigated sequential negotiations with different counterparts, predicting that the outcome of one negotiation influences anger and subjective value in a subsequent negotiation. Subjective value spills over and is negatively related to outcomes obtained in a later negotiation. Results in both an experiment and field study were supportive.

AB - We investigated sequential negotiations with different counterparts, predicting that the outcome of one negotiation influences anger and subjective value in a subsequent negotiation. Subjective value spills over and is negatively related to outcomes obtained in a later negotiation. Results in both an experiment and field study were supportive.

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Y2 - 1 August 2014 through 4 August 2014

ER -

Subjective value during sequential negotiations: The mediating effect of anger

Abstract

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