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Journal articles (2013), Journal of Experimental Social Psychology, 49 (3), pp. 498-508

The advantages of being unpredictable: How emotional inconsistency extracts concessions in negotiation

SINACEUR Marwan , Adam Hajo, Van Kleef Gerben A., Galinsky Adam D.

SINACEUR, M., ADAM, H., VAN KLEEF, G.A. and GALINSKY, A.D. (2013). The advantages of being unpredictable: How emotional inconsistency extracts concessions in negotiation. Journal of Experimental Social Psychology, 49(3), pp. 498-508.