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10.6 Chapter References

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Babcock, L., & Laschever, S. (2003). Women don’t ask: Negotiation and the gender divide. Princeton University Press.

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Brett, J. M., Olekalns, M., Friedman, R., Goates, N., Anderson, C., & Lisco, C. C. (2007). Sticks and stones: Language, face, and online dispute resolution. Academy of Management Journal, 50(1), 85–99. https://doi.org/10.5465/amj.2007.24161847

Brodow, E. (2006). Negotiation boot camp. Currency/Doubleday.

CNN. (2003, August 21). Interview with Linda Babcock. http://transcripts.cnn.com/TRANSCRIPTS/0308/21/se.04.html

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Friedman, R., Anderson, C., Brett, J., Olekalns, M., Goates, N., & Lisco, C. C. (2004). The positive and negative effects of anger on dispute resolution: Evidence from electronically mediated disputes. Journal of Applied Psychology, 89(2), 369–376. https://doi.org/10.1037/0021-9010.89.2.369

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Hill, D. (2007). Emotionomics: Winning hearts and minds. Adams Business & Professional.

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Jehn, K. A., & Mannix, E. A. (2001). The dynamic nature of conflict: A longitudinal study of intergroup conflict and group performance. Academy of Management Journal, 44(2), 238–251. https://doi.org/10.2307/3069453

Kopelman, S., Rosette, A. S., & Thompson, L. (2006). The three faces of Eve: An examination of the strategic display of positive, negative, and neutral emotions in negotiations. Organizational Behavior and Human Decision Processes, 99(1), 81–101. https://doi.org/10.1016/j.obhdp.2005.08.003

LeBlanc, M. M., & Kelloway, E. K. (2002). Predictors and outcomes of workplace violence and aggression. Journal of Applied Psychology, 87(3), 444–453. https://doi.org/10.1037/0021-9010.87.3.444

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National Institute for Occupational Safety and Health. (2006). Workplace prevention strategies and research needs. http://www.cdc.gov/niosh/docs/2006-144/

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O’Connor, K. M., Arnold, J. A., & Burris, E. R. (2005). Negotiators’ bargaining histories and their effects on future negotiation performance. Journal of Applied Psychology, 90(2), 350–362. https://doi.org/10.1037/0021-9010.90.2.350

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Rothenberger, C. (2000, October 31). Negotiation 201: Refine your skills. Fast Company. https://www.fastcompany.com/63510/negotiation-201-refine-your-skills

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Thompson, L., & Hrebec, D. (1996). Lose-lose agreements in interdependent decision making. Psychological Bulletin, 120(3), 396–409. https://doi.org/10.1037/0033-2909.120.3.396

Van Kleef, G. A., & Côté, S. (2007). Expressing anger in conflict: When it helps and when it hurts. Journal of Applied Psychology, 92(6), 1557–1569. https://doi.org/10.1037/0021-9010.92.6.1557

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