Sinaceur, M., Van G. A., Neale, M. A., Adam, H., & Haag, C. (2011). Hot or cold: Is communicating anger or communicating threats more effective in negotiation? Journal of 1018-1032. Applied Psychology, 96, Sivanathan, N., Pillutla, M. M., & Murnighan, J. K. (2008). Power gained, power lost. 135-146. Organizational Behavior and Human Decision Processes, 105, Spiegel, J., & Machotka, P. (1974). New York: Free Press. Messages of the body. Stahelski, A. J., & Paynton, C. F. (1995). The effects of status cues on choices of social and influence strategies. 553-560. The Journal of Social Psychology, 135, Strong, S. R., Hills, H. I., Kilmartin, C. T., DeVries, H., Lanier, K., Nelson, B. N., Strickland, D., & Meyer, C. W. (1988). The dynamic relations among interpersonal behaviors: A test of complementarity and anticomplementarity. Journal of Personality and Social 798–810. Psychology, 54, Tenbrunsel, A. E., & Messick, D. M. (2001). Power asymmetries and ethical behavior in organizations. In J. M. Darley & D. M. Messick (Eds.), Social influences on ethical (pp. 201–216). Mahwah, NJ: Lawrence Erlbaum. behavior in organizations Tiedens, L. Z., & Fragale, A. R. (2003). moves: Complementarity in dominant and submissive nonverbal behavior. Journal of Personality and Social Psychology, 84, Tiedens, L. Z., & Jimenez, M. C. (2003). Assimilation for affiliation and contrast for control: Complementary relationship schemas and complementary self-construals. Journal of 1049-1061. Personality and Social Psychology, 85,
Sinaceur, M., Van G. A., Neale, M. A., Adam, H., & Haag, C. (2011). Hot or cold: Is communicating anger or communicating threats more effective in negotiation? Journal of Applied Psychology, 96, 1018-1032. Sivanathan, N., Pillutla, M. M., & Murnighan, J. K. (2008). Power gained, power lost. Organizational Behavior and Human Decision Processes, 105, 135-146. Spiegel, J., & Machotka, P. (1974). Messages of the body. New York: Free Press. Stahelski, A. J., & Paynton, C. F. (1995). The effects of status cues on choices of social and influence strategies. The Journal of Social Psychology, 135, 553-560. Strong, S. R., Hills, H. I., Kilmartin, C. T., DeVries, H., Lanier, K., Nelson, B. N., Strickland, D., & Meyer, C. W. (1988). The dynamic relations among interpersonal behaviors: A test of complementarity and anticomplementarity. Journal of Personality and Social Psychology, 54, 798–810. Tenbrunsel, A. E., & Messick, D. M. (2001). Power asymmetries and ethical behavior in organizations. In J. M. Darley & D. M. Messick (Eds.), Social influences on ethical behavior in organizations (pp. 201–216). Mahwah, NJ: Lawrence Erlbaum. Tiedens, L. Z., & Fragale, A. R. (2003). moves: Complementarity in dominant and submissive nonverbal behavior. Journal of Personality and Social Psychology, 84, Tiedens, L. Z., & Jimenez, M. C. (2003). Assimilation for affiliation and contrast for control: Complementary relationship schemas and complementary self-construals. Journal of Personality and Social Psychology, 85, 1049-1061.
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