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...
| Main Authors: | , |
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| Other Authors: | |
| Format: | Article |
| Language: | English |
| Published: |
Sage Publications,
2014-06-04T16:40:47Z.
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| Subjects: | |
| Online Access: | Get fulltext |