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Gender, Emotional Displays And Negotiation Outcomes, Horacio Arruda Falcao Filho
Gender, Emotional Displays And Negotiation Outcomes, Horacio Arruda Falcao Filho
Dissertations and Theses Collection (Open Access)
This paper examined whether positive and negative emotional displays influenced negotiation outcomes (value creation and claiming) differentially for female and male negotiators. Also considered was how negotiation dyad gender composition might affect value creation and claiming. I examined recordings from a negotiation exercise (N = 194). Results revealed that when females expressed negative emotions significantly reduced value claiming on the part of those female negotiators. However, the effects of expressing positive emotions on negotiation outcomes did not vary by negotiator gender. The findings suggest that female negotiators do not need to be positive but only need not be negative to …
The Relationship Between Anxiety, Mind Wandering And Task-Switching: A Diffusion Model Analysis, Andree Hartanto
The Relationship Between Anxiety, Mind Wandering And Task-Switching: A Diffusion Model Analysis, Andree Hartanto
Dissertations and Theses Collection
Although the negative impact of anxiety on task-switching has been documented, little is known about the extent or mechanisms of this impairment primarily because of the complex nature of task-switching and difficulty in probing the occurrence of worries within participants. To address this issue, we employed a stochastic diffusion model analysis along with a novel thought-probe technique in task-switching paradigm. Across 152 participants, we found state anxiety was linked to higher switch costs in nondecision time but not drift rate parameter of diffusion model, which indicates that the locus of task-switching impairment in anxious individuals is pertinent to the efficiency …