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The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation
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“during business negotiations, people in a positive mood are more likely to listen to arguments, carefully consider them, and compromise to obtain a desirable outcome for both parties, whereas people in more neutral states were more likely to end the bargaining period without agreement (Carnevale & Isen, 1986).”
From Psychological flexibility as a fundamental aspect of health (2010) · cites this paper as Carnevale & Isen, 1986
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Metadata
- Authors
- Carnevale, P. J. D., & Isen, A. M.
- Affiliations
- University of Iowa (US)
- University of Michigan (US)
- Corresponding author
- Carnevale, Peter J.D
- Venue
- Organizational Behavior and Human Decision Processes
- Publisher
- Elsevier BV
- Published
- 1986-02
- Volume
- 37
- Issue
- 1
- Pages
- 1-13
- ISSN
- 0749-5978 (ISSN-L)
- OpenAlex
- W2074705273
- Cited by
- 751
- References
- 27
- Citations by year
- 2026: 3 · 2025: 18 · 2024: 10 · 2023: 9 · 2022: 20 · 2021: 25 · 2020: 19 · 2019: 23 · 2018: 30 · 2017: 15 · 2016: 27 · 2015: 24 · 2014: 40 · 2013: 35 · 2012: 32
- FWCI
- 16.28
- Type
- journal article
- Language
- en
- Open access
- green
- hdl.handle.net
- Locations
- Organizational Behavior and Human Decision Processes (publishedVersion)
- Deep Blue (University of Michigan) (submittedVersion)
- RePEc: Research Papers in Economics (submittedVersion)
- Funders
- National Science Foundation
- Topics
- Social Sciences › Business, Management and Accounting › Organizational Behavior and Human Resource Management › Conflict Management and Negotiation
- Social Sciences › Sociology and Political Science › Social Power and Status Dynamics
- Social Sciences › Decision Sciences › General Decision Sciences › Decision-Making and Behavioral Economics
- Keywords
- positive affect, visual access, integrative negotiation, bilateral negotiations, trade-offs, face-to-face negotiation, competitive process
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