Journal Article10.1016/J.OBHDP.2004.03.005
Face threat sensitivity in negotiation: Roadblock to agreement and joint gain
TL;DR: In this paper, individual differences in face threat sensitivity (FTS) and how a negotiator's role moderates the relationship of his or her FTS to negotiation outcomes were explored, and the results support Deutsch's (1961) application of face theory (Goffman, 1967) to negotiation.
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About: This article is published in Organizational Behavior and Human Decision Processes. The article was published on 01 Jul 2004. The article focuses on the topics: Face negotiation theory & Negotiation.
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Citations
The technology bias in entrepreneur-investor negotiations
TL;DR: In this paper, the role of technology, via cognitive heuristics, in shaping entrepreneur and investor perceptions and subsequent negotiation outcomes was investigated in a controlled laboratory setting, where 103 negotiations between entrepreneurs and investors were simulated.
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A contingency model of “Face” loss in service encounters: an Eastern cultural context
TL;DR: In this paper, the authors examined the impact of a loss of face on the psychological well-being of frontline employees (FLEs) in an Eastern cultural context (Thailand) when subjected to customer aggression.
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Individual differences and group negotiation: The role of polychronicity, dominance, and decision rule.
TL;DR: This article examined the interactive effects of two individual difference variables (polychronicity and dominance) on multi-party negotiation performance (task conflict and joint profit) in either unanimity or majority rule contexts.
14
Transactive Memory Systems, Conflict, Size and Performance in Teams
Anthony C. Hood,Daniel G. Bachrach,Kyle Lewis +2 more
- 01 Jan 2014
TL;DR: In this paper, transactive memory systems (TMS) operate as a meta-resource that enhances team performance directly by generating resource surpluses and indirectly by diminishing the unnecessary expenditure of resources on intermember conflict.
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Cross-Cultural Difference in Reactions to Facework During Services Failures
TL;DR: In this paper, the authors examined whether people with different cultural orientations react differently to the communications that attack or support community-related face (positive face) versus autonomy related face (negative face), and they predicted that Westerners (Americans) react more strongly than Asians (Koreans and Indians) to autonomy-related facework.
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