Yeri Cho

University of La Verne

1950 Third Street

La Verne, CA 91750

United States

  • University of La Verne

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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
Number of pages: 54 Posted: 03 Feb 2021
Jared R. Curhan, Jen Overbeck, Yeri Cho, Teng Zhang and Yu Yang
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