How the influence of the implicit power motive on negotiation performance can be neutralized by a conflicting explicit affiliation motive
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- 作者：Julia K. Trapp ; trapp@wi.tum.de" class="auth_mail" title="E-mail the corresponding author ; Hugo M. Kehr kehr@wi.tum.de" class="auth_mail" title="E-mail the corresponding author
- 关键词：Power motive ; Affiliation motive ; Intraindividual conflict ; Explicit motive ; Implicit motive ; Salary negotiation ; Negotiation performance
- 刊名：Personality and Individual Differences
- 出版年：2016
- 出版时间：May 2016
- 年：2016
- 卷：94
- 期：Complete
- 页码：159-162
- 全文大小：243 K
文摘
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The implicit power motive has a positive impact on negotiation performance
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The affiliation motive neutralizes power motive effects on negotiation performance
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Arousal of competing implicit and explicit motives leads to compromise behavior