Marwan Sinaceur

Summary

Country: France

Publications

  1. doi Good things come to those who wait: late first offers facilitate creative agreements in negotiation
    Marwan Sinaceur
    Organizational Behavior Department, INSEAD, Fontainebleau, France
    Pers Soc Psychol Bull 39:814-25. 2013
  2. doi Accuracy and perceived expert status in group decisions: when minority members make majority members more accurate privately
    Marwan Sinaceur
    INSEAD, Fontainebleau, France
    Pers Soc Psychol Bull 36:423-37. 2010
  3. doi 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

Detail Information

Publications3

  1. doi Good things come to those who wait: late first offers facilitate creative agreements in negotiation
    Marwan 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...
  2. doi Accuracy and perceived expert status in group decisions: when minority members make majority members more accurate privately
    Marwan 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...
  3. doi 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...