The Consequences of Feeling Out of the Loop
Adam D. Galinsky
Columbia Business School - Management
J. Keith Murnighan
Northwestern University - Kellogg School of Management
June 25, 2011
IACM 24TH Annual Conference Paper
Feeling out of the loop is a common experience that people have. This research shows that feeling out of the loop lowers people’s sense of control and power. More interestingly, to overcome this lack of power, people are more likely to take action after feeling out of the loop. They are also more likely to make first offers in negotiations after feeling out of the loop.
Date posted: June 26, 2011
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