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Keywords: Social value orientation
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Journal Articles
Is stress good for negotiation outcomes? The moderating effect of social value orientation
Available to Purchase
International Journal of Conflict Management (2021) 32 (3): 407–421.
Published: 10 December 2020
... is to examine the effect of social value orientation (SVO) and stress on negotiation outcomes. Design/methodology/approach Two experimental studies and a pilot investigate the influence of stress and SVO (prosocial vs proself) on negotiation offers and outcomes. The authors’ studies are grounded on social...
