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Simon Columbus

  • MF-A505 Van der Boechorststraat 7 Amsterdam, NH, 1081 Netherlands (map)

Simon Columbus will discuss the dynamics of emotions and situation perceptions in negotiations. He will present results from an initial laboratory experiment on hiring decisions in which he found that negotiators accurately infer power from unambiguous emotional reactions to outside offers. He will also present the outline of a planned large-scale real-time negotiation study in which he will manipulate structural conflict and power in dyadic negotiations to test situational effects on emotional expressions, inferences about interdependence, and negotiation outcomes