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.


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    Titel :

    Is there a place for sympathy in negotiation? Finding strength in weakness




    Erscheinungsdatum :

    2015




    Medientyp :

    Aufsatz (Zeitschrift)


    Format :

    Print


    Sprache :

    Englisch



    Klassifikation :

    Lokalklassifikation FBW:    oek 7550
    BKL:    77.93 Angewandte Psychologie



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