The mind and heart (literally) of the negotiator: Personality and contextual determinants of experiential reactions and economic outcomes in negotiation

N. Dimotakis; D.E. Conlon; R. Ilies

The mind and heart (literally) of the negotiator: Personality and contextual determinants of experiential reactions and economic outcomes in negotiation

N. Dimotakis
, D.E. Conlon
, R. Ilies

Organization Studies

Research output: Contribution to journal › Article › Scientific › peer-review

Original language	English
Pages (from-to)	183-193
Journal	Journal of Applied Psychology
Volume	91
Issue number	1
Publication status	Published - 2012

Cite this

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title = "The mind and heart (literally) of the negotiator: Personality and contextual determinants of experiential reactions and economic outcomes in negotiation",

author = "N. Dimotakis and D.E. Conlon and R. Ilies",

year = "2012",

language = "English",

volume = "91",

pages = "183--193",

journal = "Journal of Applied Psychology",

issn = "0021-9010",

publisher = "American Psychological Association",

number = "1",

}

TY - JOUR

T1 - The mind and heart (literally) of the negotiator

T2 - Personality and contextual determinants of experiential reactions and economic outcomes in negotiation

AU - Dimotakis, N.

AU - Conlon, D.E.

AU - Ilies, R.

PY - 2012

Y1 - 2012

M3 - Article

SN - 0021-9010

VL - 91

SP - 183

EP - 193

JO - Journal of Applied Psychology

JF - Journal of Applied Psychology

IS - 1

ER -