# Communicating with Warmth in Distributive Negotiations Is Surprisingly Counterproductive

> Research article (Management Science, 2019) · cited 56× · AI/ML

**Wikidata**: [openalex:W2955398938](https://www.wikidata.org/wiki/openalex:W2955398938)  
**Source**: https://4ort.xyz/entity/communicating-with-warmth-in-distributive-negotiations-is-surprisingly-counterproductive