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Face threat sensitivity in distributive negotiations: Effects on negotiator self-esteem and demands
Face threat sensitivity (FTS) is defined as reactive sensitivity to threats to one’s social self-worth. In negotiations, such threats may come from a counterpart's competitive behavior. We developed and tested the argument that individuals high in face threat sensitivity, when negotiating with...
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| Publicado no: | Organ Behav Hum Decis Process |
|---|---|
| Main Authors: | , , , |
| Formato: | Artigo |
| Idioma: | Inglês |
| Publicado em: |
Elsevier Inc.
2020
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| Assuntos: | |
| Acesso em linha: | https://ncbi.nlm.nih.gov/pmc/articles/PMC7495178/ https://ncbi.nlm.nih.gov/pubmed/32958980 https://ncbi.nlm.nih.govhttp://dx.doi.org/10.1016/j.obhdp.2020.07.004 |
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