Jen Overbeck

University of Melbourne - Melbourne Business School

200 Leicester Street

Carlton, Victoria 3053 3186

Australia

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Scholarly Papers (1)

1.

Silence is Golden: Extended Silence, Deliberative Mindset, and Value Creation in Negotiation

Curhan, J. R., Overbeck, J. R., Cho, Y., Zhang, T., Yang, Y. (2020). Silence is golden: Extended silence, deliberative mindset, and value creation in negotiation. Journal of Applied Psychology, Forthcoming, MIT Sloan Research Paper No. 5671-18
Number of pages: 55 Posted: 03 Feb 2021 Last Revised: 29 Sep 2021
Massachusetts Institute of Technology (MIT) - Sloan School of Management, University of Melbourne - Melbourne Business School, University of La Verne, Penn State Harrisburg and ShanghaiTech University - School of Entrepreneurship and Management
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Abstract:

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silence, integrative negotiation, bargaining, value creation, deliberative mindset, negotiation, nonverbal behavior, communication, system 1, system 2