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Engineering culture : culture and control in a high-tech organization
(Massachusetts Institute of Technology, 1987)
Misattribution of arousal in negotiation : the role of the eye of the beholder
(Massachusetts Institute of Technology, 2013)
This dissertation examines the impact of physiological arousal on negotiation outcomes. Conventional wisdom and extant prescriptive literature suggest that arousal should be minimized, given its assumed negative effect on ...