TITLE

Communication Processes in Bilateral Negotiation

AUTHOR(S)
Carnevale, Peter; Isen, Alice M.
PUB. DATE
August 1983
SOURCE
Academy of Management Proceedings (00650668);1983, p204
SOURCE TYPE
Conference Proceeding
DOC. TYPE
Proceeding
ABSTRACT
This research examined the effects of visual access and mood on communication in negotiation. Negotiators who could see one another used hostile statements more frequently and were less likely to reach integrative agreements than negotiators unable to see one another. This effect disappeared for negotiators in a positive mood.
ACCESSION #
4976346

 

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