studies show that negotiators benefit economically from eliciting sympathy in their counterparts. * Eliciting sympathy improves individual value claiming and dyadic value creating. * Sympathy appeals improve negotiators' performance more than rational appeals. * High power negotiators who use sympathy appeals suffer a relational cost.
Is there a place for sympathy in negotiation? Finding strength in weakness
2015
Aufsatz (Zeitschrift)
Englisch
Online Contents | 2010
|Wiley | 2009
|Counterfactual Causal Reasoning in Smithian Sympathy
British Library Conference Proceedings | 2014
|Adam Smith: From Love to Sympathy
British Library Conference Proceedings | 2014
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