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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    Title :

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




    Publication date :

    2015




    Type of media :

    Article (Journal)


    Type of material :

    Print


    Language :

    English



    Classification :

    Local classification FBW:    oek 7550
    BKL:    77.93 Angewandte Psychologie



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