Does playfulness make for a better negotiator?

Please use this identifier to cite or link to this item: https://www.um.edu.mt/library/oar/handle/123456789/106070

Title:	Does playfulness make for a better negotiator?
Other Titles:	Marketing across borders and boundaries : understanding cross-functional and inter-disciplinary interfaces within an increasingly global environment
Authors:	Caruana, Albert Krentler, Kathleen A.
Keywords:	Negotiation Creative ability Thought and thinking Wit and humor Collective bargaining
Issue Date:	2003
Publisher:	Academy of Marketing Science
Citation:	Caruana, A., & Krentler, K. (2003). Does Playfulness Make for a Better Negotiator? In J. E. Lewin (Ed.). Marketing across Borders and Boundaries: Understanding Cross-Functional and Inter-Disciplinary Interfaces within an Increasingly Global Environment, (pp. 486-491). Florida: Academy of Marketing Science.
Abstract:	Playfulness is hypothesized as an antecedent of negotiation skills for the salesperson in the seller-buyer dyad. Playfulness has been found in the literature to reduce stress and prevent aggression. These benefits contribute to an individual’s ability to manage his or her emotions, an important negotiation skill. Support for the relationship was found among a sample of business-to-business salespeople.
URI:	https://www.um.edu.mt/library/oar/handle/123456789/106070
Appears in Collections:	Scholarly Works - FacMKSCC

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