Communicating with Warmth in Distributive Negotiations Is Surprisingly Counterproductive
Keywords: Negotiation Style; Communication Strategy; Perception; Performance Effectiveness; Outcome or Result;
Citation:
Jeong, M., J. Minson, M. Yeomans, and F. Gino. "Communicating with Warmth in Distributive Negotiations Is Surprisingly Counterproductive." Management Science 65, no. 12 (December 2019): 5813–5837. View Details