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The Consequences of Feeling Out of the Loop

Posted: 26 Jun 2011  

Date Written: June 25, 2011

Abstract

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.

Suggested Citation

Wang, Jiunwen and Galinsky, Adam D. and Murnighan, J. Keith, The Consequences of Feeling Out of the Loop (June 25, 2011). IACM 24TH Annual Conference Paper. Available at SSRN: https://ssrn.com/abstract=1872565 or http://dx.doi.org/10.2139/ssrn.1872565

Jiunwen Wang (Contact Author)

Northwestern University ( email )

2001 Sheridan Road
Evanston, IL 60208
United States

Adam D. Galinsky

Columbia Business School - Management ( email )

3022 Broadway
New York, NY 10027
United States

John Keith Murnighan

Northwestern University - Kellogg School of Management ( email )

2001 Sheridan Road
Leverone Hall, 360
Evanston, IL 60208
United States
847-467-3566 (Phone)
847-491-8896 (Fax)

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