- Good things come to those who wait: late first offers facilitate creative agreements in negotiationMarwan Sinaceur
Organizational Behavior Department, INSEAD, Fontainebleau, France
Pers Soc Psychol Bull 39:814-25. 2013..Thus, negotiators need to consider the timing of first offers to fully capitalize on the first offer advantage. Implications for our understanding of creativity, motivated information exchange, and timing in negotiations are discussed...
- Accuracy and perceived expert status in group decisions: when minority members make majority members more accurate privatelyMarwan Sinaceur
INSEAD, Fontainebleau, France
Pers Soc Psychol Bull 36:423-37. 2010..Experiment 2 further showed that majority members' deeper processing was also a mediator. Thus, minorities with perceived expertise serve as a catalyst, increasing the quality of majority members' cognitions, but not their own...
- Hot or cold: is communicating anger or threats more effective in negotiation?Marwan Sinaceur
Department of Organizational Behavior, INSEAD, Fontainebleau, France
J Appl Psychol 96:1018-32. 2011..These findings qualify previous research on anger communication in negotiation. Implications for the understanding of emotion and negotiation are discussed...