...Mason Ameri; Terri Kurtzberg; Lisa Schur; Douglas Kruse Purpose This purpose of this paper is to explore to efficacy of influence tactics at the outset of a job interview. Across three empirical studies, five influence tactics were manipulated during a simulated job interview to explore first...

...Jennifer Parlamis; Rebecca Badawy; Julita Haber; Robyn Brouer Purpose This study aims to examine how the fear of appearing incompetent (FAI) and competency pressure relates to negotiation tactics and subjective perceptions in a negotiation. Design/methodology/approach Using a dyadic buyer...