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 (from-to) | 471-476 |
| Number of pages | 6 |
| Journal | Academy of Management Annual Meeting Proceedings |
| DOIs | |
| State | Published - 2014 |
| Event | 74th Annual Meeting of the Academy of Management, AOM 2014 - Philadelphia, United States Duration: Aug 1 2014 → Aug 4 2014 |
ASJC Scopus subject areas
- Management Information Systems
- Management of Technology and Innovation
- Industrial relations