Long and Short Routes to Success in Electronically Mediated Negotiations: Group Affiliations and Good Vibrations
Authors:
- Don A. MooreDMDon A. Moore
- Terri R. KurtzbergTKTerri R. Kurtzberg
- Leigh L. ThompsonLTLeigh L. Thompson
- Michael W. MorrisMMMichael W. Morris
- 1 January 1999
- journal article
- Published by Elsevier in Organizational Behavior and Human Decision Processes
- Vol. 77 (1) , 22-43
Abstract
No abstract availableKeywords
This publication has 34 references indexed in Scilit:
- Look at Me When You Say That: An Electronic Negotiation SimulationSimulation & Gaming, 1999
- Affect in Dyadic Negotiation: A Model and PropositionsOrganizational Behavior and Human Decision Processes, 1996
- Empathy and the collective good: Caring for one of the others in a social dilemma.Journal of Personality and Social Psychology, 1995
- Self-disclosure and liking: A meta-analytic review.Psychological Bulletin, 1994
- Labor-management contract negotiations in an electronic meeting room: A case studyGroup Decision and Negotiation, 1993
- Toward Understanding and Measuring Conditions of Trust: Evolution of a Conditions of Trust InventoryJournal of Management, 1991
- Environmentally Induced Positive Affect: Its Impact on Self‐Efficacy, Task Performance, Negotiation, and Conflict1Journal of Applied Social Psychology, 1990
- The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiationOrganizational Behavior and Human Decision Processes, 1986
- The moderator–mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations.Journal of Personality and Social Psychology, 1986
- Responses to self-disclosure and interaction goalsJournal of Experimental Social Psychology, 1982