Social contagion or strategic choice? The interpersonal effects of emotions during Chinese negotiations

doi:10.1108/CMS-05-2017-0122

CORC > 上海财经大学 > 上海财经大学

	Social contagion or strategic choice? The interpersonal effects of emotions during Chinese negotiations
	Wang, Min 1; Han, Yulan 2; Su, Yiyi 3
刊名	CHINESE MANAGEMENT STUDIES
	2017
卷号	11 期号:3 页码:463-478
关键词	Emotion Negotiation Agreeableness Strategic choice perspective Value claiming
ISSN号	1750-614X
DOI	10.1108/CMS-05-2017-0122
英文摘要	Purpose - This paper aims to explore how Chinese negotiators' positive and negative emotions affect value claiming during dyadic negotiations and examine the influence of these aroused emotions on the recipient as well as the antecedents and consequents of such reactions.
WOS研究方向	Business & Economics
语种	英语
出版者	EMERALD GROUP PUBLISHING LTD
WOS记录号	WOS:000407353200005
内容类型	期刊论文
源URL	[http://10.2.47.112/handle/2XS4QKH4/2825]
专题	上海财经大学
通讯作者	Su, Yiyi
作者单位	1.Beijing Foreign Studies Univ, Int Business Sch, Beijing, Peoples R China; 2.Shanghai Univ Finance & Econ, Sch Business, Shanghai, Peoples R China; 3.Tongji Univ, Sch Econ & Management, Shanghai, Peoples R China
推荐引用方式 GB/T 7714	Wang, Min,Han, Yulan,Su, Yiyi. Social contagion or strategic choice? The interpersonal effects of emotions during Chinese negotiations[J]. CHINESE MANAGEMENT STUDIES,2017,11(3):463-478.
APA	Wang, Min,Han, Yulan,&Su, Yiyi.(2017).Social contagion or strategic choice? The interpersonal effects of emotions during Chinese negotiations.CHINESE MANAGEMENT STUDIES,11(3),463-478.
MLA	Wang, Min,et al."Social contagion or strategic choice? The interpersonal effects of emotions during Chinese negotiations".CHINESE MANAGEMENT STUDIES 11.3(2017):463-478.