Research Shows the Value of Confidence for Negotiators in Creating Ideal Resolutions
September 30, 2020by Natalie Davis
Summary of: Tuncel, E., Kong, D. T., Parks, J. M., & van Kleef, G. A. (2020). Face threat sensitivity in distributive negotiations: Effects on negotiator self-esteem and demands. Organizational Behavior and Human Decision Processes, 161, 255-273. doi: 10.1016/j.obhdp.2020.07.004 Background & Theory This article examines the relationship between face threat sensitivities and a negotiator’s self-esteem when...
