Communicating with Warmth in Distributive Negotiations Is Surprisingly Counterproductive
Published Online:2 Jul 2019https://doi.org/10.1287/mnsc.2018.3199
Supplemental Material
The replication files for this article are available HERE.
- Cited by
- 5 June 2026 | Proceedings of the National Academy of Sciences, Vol. 123, No. 23
- 3 June 2026 | Management Science, Vol. 0, No. 0
- 18 August 2025 | Management Science, Vol. 72, No. 4
- 29 October 2025 | Organization Science, Vol. 37, No. 2
- Organizational Behavior and Human Decision Processes, Vol. 191
- 18 December 2024 | Social Psychological and Personality Science, Vol. 16, No. 8
- 24 October 2025 | JMIR Formative Research, Vol. 9
- 3 July 2025 | Journal of Marketing Education, Vol. 25
- 1 October 2024 | Journal of Business Ethics, Vol. 199, No. 4
- 22 January 2025 | Production and Operations Management, Vol. 34, No. 7
- 20 January 2025 | Journal of Social and Personal Relationships, Vol. 42, No. 5
- Chen Liang; ,
- Yili Hong; ,
- Bin Gu
6 March 2024 | Information Systems Research, Vol. 36, No. 1- 8 May 2024 | ACM Computing Surveys, Vol. 56, No. 9
- 22 September 2023 | Journal of Politeness Research, Vol. 20, No. 2
- European Journal of Operational Research, Vol. 315, No. 2
- 11 April 2024 | PLOS ONE, Vol. 19, No. 4
- Journal of Economic Psychology, Vol. 99
- Journal of Business Research, Vol. 166
- Organizational Behavior and Human Decision Processes, Vol. 179
- 13 November 2023 | Advances in Methods and Practices in Psychological Science, Vol. 6, No. 4
- 1 August 2023 | Proceedings of the National Academy of Sciences, Vol. 120, No. 32
- Organizational Behavior and Human Decision Processes, Vol. 177
- Organizational Behavior and Human Decision Processes, Vol. 177
- 11 December 2022 | Strategic Entrepreneurship Journal, Vol. 17, No. 2
- Dashed expectations in service experiences. Effects of robots human-likeness on customers’ responses6 March 2023 | European Journal of Marketing, Vol. 57, No. 4
- 20 February 2022 | Journal of Supply Chain Management, Vol. 59, No. 1
- 1 January 2023 | SSRN Electronic Journal, Vol. 21
- 29 January 2024 | Lex Electronica, Vol. 28, No. 5
- Current Opinion in Psychology, Vol. 44
- Accounting, Organizations and Society, Vol. 97
- 21 June 2021 | Journal of Services Marketing, Vol. 35, No. 9
- Journal of Management in Engineering, Vol. 37, No. 6
- 2 June 2021 | Information Systems Research, Vol. 32, No. 3
- 6 February 2021 | Negotiation Journal, Vol. 37, No. 1
- Organizational Behavior and Human Decision Processes, Vol. 162
- Research in Organizational Behavior, Vol. 41
- 11 May 2020 | Psychological Science, Vol. 31, No. 6
- Organizational Behavior and Human Decision Processes, Vol. 157
- SSRN Electronic Journal, Vol. 72
Volume 65, Issue 12
December 2019
Pages 5449-5956
Article Information
Supplemental Material
Metrics
Information
- Received:September 19, 2017
- Accepted:August 21, 2018
- Published Online:July 02, 2019
Copyright © 2019, INFORMS
Cite as
Martha Jeong, Julia Minson, Michael Yeomans, Francesca Gino (2019) Communicating with Warmth in Distributive Negotiations Is Surprisingly Counterproductive. Management Science 65(12):5813-5837.
https://doi.org/10.1287/mnsc.2018.3199
Keywords
