Concepedia

Negotiation Anxiety

Negotiation Anxiety is a psychological state characterized by apprehension and stress experienced by individuals during sales negotiations due to perceived uncertainty, potential loss, or fear of unfavorable outcomes.

10

Publications

709

Citations

21

Authors

16

Institutions

Publications per year

2017–2026

2

Parents

Publications

10

Can Nervous Nelly negotiate? How anxiety causes negotiators to make low first offers, exit early, and earn less profit

Alison Wood Brooks, Maurice E. Schweitzer · Organizational Behavior and Human Decision Processes · 2011 · 321 citations · Full text

, , +14

Algorithmic Anxiety and Coping Strategies of Airbnb Hosts

Shagun Jhaver, Yoni Karpfen, Judd Antin · 2018 · 110 citations · Full text

, , +9

Relief Versus Regret: The Effect of Gender and Negotiating Norm Ambiguity on Reactions to Having One's First Offer Accepted

Laura J. Kray, Michele J. Gelfand · Social Cognition · 2009 · 103 citations

, , +16

Anxious Moments: Openings in Negotiation

Michael Wheeler · Negotiation Journal · 2004 · 50 citations

, , +10

Masculinity at the Negotiation Table: A Theory of Men’s Negotiation Behaviors and Outcomes

Jens Mazei, Alfred Zerres, Joachim Hüffmeier · Academy of Management Review · 2019 · 32 citations

, , +17

1–5 of 10

Authors

21

  1. MW
    Michael Wheeler

    The University of Melbourne, Australia

    2 publications · 67 citations

    2

    h-index

  2. MJ
    Michele J. Gelfand

    University of Maryland, College Park, United States

    1 publications · 103 citations

    1

    h-index

  3. GA
    Gerrit Antonides

    Wageningen University & Research, Netherlands

    1 publications · 10 citations

    1

    h-index

  4. AZ
    Alfred Zerres

    University of Amsterdam, Netherlands

    1 publications · 32 citations

    1

    h-index

  5. SJ
    Shagun Jhaver

    Georgia Institute of Technology, United States

    1 publications · 110 citations

    1

    h-index

1–5 of 21

Institutions

16

  1. Massachusetts Institute of Technology

    Cambridge, United States

    2 h-index

    2 publications

    42 citations

  2. University of Amsterdam

    Amsterdam, The Netherlands

    2 h-index

    3 publications

    80 citations

  3. Center for Systems Biology

    Boston, United States

    1 h-index

    1 publications

    50 citations

  4. The University of Texas at Austin

    Austin, United States

    1 h-index

    1 publications

    15 citations

  5. Universidad Mexicana de Educación a Distancia

    Cuernavaca, Mexico

    1 h-index

    1 publications

    103 citations

  6. Harvard University

    Cambridge, United States

    1 h-index

    1 publications

    17 citations

  7. Institute for Women's Policy Research

    Washington, United States

    1 h-index

    1 publications

    15 citations

  8. Georgetown University

    Washington, United States

    1 h-index

    1 publications

    15 citations

1–8 of 16

Venues

  1. Negotiation Journal

    2 publications · 77 citations

    2

    h-index

  2. Social Cognition

    2 publications · 127 citations

    2

    h-index

  3. Journal of Personality and Social Psychology

    1 publications · 15 citations

    1

    h-index

  4. PubMed

    Repository · 1 publications · 17 citations

    1

    h-index

  5. Academy of Management Review

    AMR · 1 publications · 32 citations

    1

    h-index

1–5