Linking implicit motives and explicit motives with negotiation outcomes
Conference
Negotiation
Implicit Motives
21st EAWOP Conference, Katowice
Event: 21st Conference of the European Association of Work and Organizational Psychology
Location: Katowice, Poland
Authors: Bakaç, C., Kehr, H. M., & Lang, J. W. B.
Symposium: Predicting leadership, negotiation, aggression, and faking with implicit measures (Chairs: M. Runge & J. W. B. Lang)
Context
Presented evidence that implicit and explicit motives contribute differently to negotiation outcomes, and that treating them as interchangeable predictors obscures both effects.