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 role of brand equity and face saving in Chinese luxury consumption
TL;DR: Zhang et al. as mentioned in this paper investigated the impact of brand equity on Chinese consumers' affective attitudes toward luxury brands and their behavioral intentions by applying the cognitive-affective model.
The Objective Value of Subjective Value: A Multi-round Negotiation Study
TL;DR: In this article, a 2-round negotiation study provided evidence that positive feelings resulting from one negotiation can be economically rewarding in a second negotiation, and that negotiators experiencing greater subjective value (SV) in Round 1 achieved greater individual and joint objective negotiation performance in Round 2, even with Round 1 economic outcomes controlled.
The Influence of Emotional Labor of Service Employees on Customer Service Misbehavior and Repurchase Intention: The Role of Face
Yao Qin,Ziyi Wang,Ang Sun +2 more
TL;DR: Zhang et al. as discussed by the authors investigated whether the emotional labor of service employees affects customer service misbehavior and repurchase intention and explored the mechanism and boundary conditions to explore the relationship between service employee emotional labor and customer perceived face threat.
Getting Off on the Right Foot: Subjective Value versus Economic Value in Predicting Longitudinal Job Outcomes from Job Offer Negotiations
TL;DR: This paper used a longitudinal survey design to test the degree to which economic and subjective value achieved in job offer negotiations predicts employees' subsequent job attitudes and intentions to turnover, and found that subjective value predicts greater compensation satisfaction and job satisfaction and lower turnover intention measured one year later.
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