-
1
-
-
0040704448
-
Managing the paradox of organizational trust
-
Barnes, L. B. (1981). Managing the paradox of organizational trust. Harvard Business Review, 59(2), 107-116.
-
(1981)
Harvard Business Review
, vol.59
, Issue.2
, pp. 107-116
-
-
Barnes, L.B.1
-
2
-
-
0023020183
-
The moderator-mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations
-
Baron, R. M., & Kenny, D. A. (1986). The moderator-mediator variable distinction in social psychological research: Conceptual, strategic, and statistical considerations. Journal of Personality and Social Psychology, 51, 1173-1182.
-
(1986)
Journal of Personality and Social Psychology
, vol.51
, pp. 1173-1182
-
-
Baron, R.M.1
Kenny, D.A.2
-
4
-
-
84973820837
-
Trust and managerial problem solving revisited
-
Boss, R. W. (1978) Trust and managerial problem solving revisited. Group and Organizational Studies, 3, 331-342.
-
(1978)
Group and Organizational Studies
, vol.3
, pp. 331-342
-
-
Boss, R.W.1
-
5
-
-
84965695389
-
Toward understanding and measuring conditions of trust: Evolution of a conditions of trust inventory
-
Butler, J. K., Jr. (1991) Toward understanding and measuring conditions of trust: Evolution of a conditions of trust inventory Journal of Management, 17, 643-663.
-
(1991)
Journal of Management
, vol.17
, pp. 643-663
-
-
Butler Jr., J.K.1
-
6
-
-
79959546370
-
Conflict styles and outcomes in a negotiation with fully-integrative potential
-
Butler, J. K., Jr. (1994). Conflict styles and outcomes in a negotiation with fully-integrative potential International Journal of Conflict Management, 5, 308-325.
-
(1994)
International Journal of Conflict Management
, vol.5
, pp. 308-325
-
-
Butler Jr., J.K.1
-
7
-
-
84973849942
-
Behaviors, trust, and goal achievement in a win-win negotiating role play
-
Butler, J. K., Jr. (1995). Behaviors, trust, and goal achievement in a win-win negotiating role play. Group and Organization Management, 20, 486-501.
-
(1995)
Group and Organization Management
, vol.20
, pp. 486-501
-
-
Butler Jr., J.K.1
-
8
-
-
0346614615
-
Male negotiators: Chivalry or machismo or both?
-
Cantrell, R. S., & Butler, J. K., Jr. (1997). Male negotiators: Chivalry or machismo or both? Psychological Reports, 80, 1315-1323.
-
(1997)
Psychological Reports
, vol.80
, pp. 1315-1323
-
-
Cantrell, R.S.1
Butler Jr., J.K.2
-
9
-
-
0002841317
-
Measures of joint performance in dyadic mixed-motive negotiations
-
Clyman, D. R. (1995). Measures of joint performance in dyadic mixed-motive negotiations. Organizational Behavior and Human Decision Processes, 64, 38-48.
-
(1995)
Organizational Behavior and Human Decision Processes
, vol.64
, pp. 38-48
-
-
Clyman, D.R.1
-
10
-
-
84973587732
-
A coefficient of agreement for nominal scales
-
Cohen, J. (1960). A coefficient of agreement for nominal scales. Educational and Psychological Measurement, 20, 37-46.
-
(1960)
Educational and Psychological Measurement
, vol.20
, pp. 37-46
-
-
Cohen, J.1
-
12
-
-
0030492892
-
What is the difference between organizational culture and organizational climate? A native's point of view on a decade of paradigm wars
-
Denison, D. R. (1996). What is the difference between organizational culture and organizational climate? A native's point of view on a decade of paradigm wars. Academy of Management Journal, 21, 619-654.
-
(1996)
Academy of Management Journal
, vol.21
, pp. 619-654
-
-
Denison, D.R.1
-
13
-
-
0030508973
-
An empirical examination of three models of integrative and distributive bargaining
-
Donohue, W. A, & Roberto, A. J. (1996). An empirical examination of three models of integrative and distributive bargaining. The International Journal of Conflict Management, 7, 209-229.
-
(1996)
The International Journal of Conflict Management
, vol.7
, pp. 209-229
-
-
Donohue, W.A.1
Roberto, A.J.2
-
17
-
-
0001918439
-
The development of trust influence and expectations
-
A. G. Athos & J. J. Gabarro (Eds.). Englewood Cliffs, NJ: Prentice Hall
-
Gabarro, J. J. (1978). The development of trust influence and expectations. In A. G. Athos & J. J. Gabarro (Eds.), Interpersonal behavior: Communication and understanding in relationships (pp. 290-303). Englewood Cliffs, NJ: Prentice Hall.
-
(1978)
Interpersonal Behavior: Communication and Understanding in Relationships
, pp. 290-303
-
-
Gabarro, J.J.1
-
18
-
-
0040099053
-
-
North Hollywood, CA: Newcastle
-
Gibb, J. R. (1991) Trust: A new vision of human relationships for business, education, family, and personal living. North Hollywood, CA: Newcastle.
-
(1991)
Trust: A New Vision of Human Relationships for Business, Education, Family, and Personal Living
-
-
Gibb, J.R.1
-
19
-
-
0002029717
-
Determining outcomes of negotiations: An empirical assessment
-
M H. Bazerman & R. J. Lewicki (Eds.). Beverly Hills, CA: Sage
-
Greenhalgh, L., & Neslin, S. A. (1983). Determining outcomes of negotiations: An empirical assessment. In M H. Bazerman & R. J. Lewicki (Eds.), Negotiating in organizations (pp. 114-134). Beverly Hills, CA: Sage.
-
(1983)
Negotiating in Organizations
, pp. 114-134
-
-
Greenhalgh, L.1
Neslin, S.A.2
-
21
-
-
0000125532
-
Prospect theory: An analysis of decision under risk
-
Kahneman, D., & Tversky, A. (1979) Prospect theory: An analysis of decision under risk. Econometrica, 47, 263-291.
-
(1979)
Econometrica
, vol.47
, pp. 263-291
-
-
Kahneman, D.1
Tversky, A.2
-
22
-
-
84889191693
-
Interaction process and the attainment of maximum joint profit
-
S. Messick & A. H. Brayfield (Eds.), New York: McGraw-Hill
-
Kelley, H. H. (1964). Interaction process and the attainment of maximum joint profit. In S. Messick & A. H. Brayfield (Eds.), Decision and choice New York: McGraw-Hill.
-
(1964)
Decision and Choice
-
-
Kelley, H.H.1
-
23
-
-
0010791723
-
Bargaining
-
C. G. McClintock (Ed.), New York: Holt, Rinehart, & Winston
-
Kelley, H. H., & Schenitzki, D. P. (1972) Bargaining. In C. G. McClintock (Ed.), Experimental social psychology (pp 298-337) New York: Holt, Rinehart, & Winston.
-
(1972)
Experimental Social Psychology
, pp. 298-337
-
-
Kelley, H.H.1
Schenitzki, D.P.2
-
24
-
-
0002647469
-
Information exchange, roughness, and integrative bargaining: The roles of explicit cues and perspective-taking
-
Kemp, K. E., & Smith, W. P. (1994). Information exchange, roughness, and integrative bargaining: The roles of explicit cues and perspective-taking. The International Journal of Conflict Management, 5, 5-21.
-
(1994)
The International Journal of Conflict Management
, vol.5
, pp. 5-21
-
-
Kemp, K.E.1
Smith, W.P.2
-
25
-
-
0001931154
-
Effects of trust, aspiration and gender on negotiation tactics
-
Kimmel, M. J., Pruitt, D. G., Magenau, J. M., Konar-Goldband, E., & Camevale, P. J. D. (1980). Effects of trust, aspiration and gender on negotiation tactics Journal of Personality and Social Psychology; 38, 9-23.
-
(1980)
Journal of Personality and Social Psychology
, vol.38
, pp. 9-23
-
-
Kimmel, M.J.1
Pruitt, D.G.2
Magenau, J.M.3
Konar-Goldband, E.4
Camevale, P.J.D.5
-
26
-
-
0031479891
-
Competition, cooperation, and the search for economic rents: A syncretic model
-
Lado, A. A., Boyd, N. G., & Hanlon, S. C. (1997). Competition, cooperation, and the search for economic rents: A syncretic model Academy of Management Review, 22, 110-141.
-
(1997)
Academy of Management Review
, vol.22
, pp. 110-141
-
-
Lado, A.A.1
Boyd, N.G.2
Hanlon, S.C.3
-
27
-
-
84925921371
-
The dyadic trust scale: Toward understanding interpersonal trust in close relationships
-
Larzelere, R. E., & Huston, T. L. (1980). The dyadic trust scale: Toward understanding interpersonal trust in close relationships. Journal of Marriage and the Family, 42, 595-604.
-
(1980)
Journal of Marriage and the Family
, vol.42
, pp. 595-604
-
-
Larzelere, R.E.1
Huston, T.L.2
-
29
-
-
0009065381
-
-
New York: John Wiley
-
Lewicki, R. J., Bowen, D. D., Hall, D T., & Hall, F. S. (1988). Experiences in management and organizational behavior (3rd ed.). New York: John Wiley.
-
(1988)
Experiences in Management and Organizational Behavior (3rd Ed.)
-
-
Lewicki, R.J.1
Bowen, D.D.2
Hall, D.T.3
Hall, F.S.4
-
31
-
-
0042495505
-
An integrative model of organizational trust
-
Mayer, R. C., Davis, J. H., & Schoorman, F. D. (1995). An integrative model of organizational trust. Academy of Management Review, 20, 709-734.
-
(1995)
Academy of Management Review
, vol.20
, pp. 709-734
-
-
Mayer, R.C.1
Davis, J.H.2
Schoorman, F.D.3
-
32
-
-
0037981779
-
Affect-and cognition-based trust as foundations for interpersonal cooperation in organizations
-
McAllister, D. J. (1995). Affect-and cognition-based trust as foundations for interpersonal cooperation in organizations. Academy of Management Journal, 38, 24-59.
-
(1995)
Academy of Management Journal
, vol.38
, pp. 24-59
-
-
McAllister, D.J.1
-
35
-
-
0003107760
-
The effects of framing and negotiator overconfidence on bargaining behaviors and outcomes
-
Neale, M A., & Bazerman, M. H. (1985). The effects of framing and negotiator overconfidence on bargaining behaviors and outcomes Academy of Management Journal, 28, 34-49.
-
(1985)
Academy of Management Journal
, vol.28
, pp. 34-49
-
-
Neale, M.A.1
Bazerman, M.H.2
-
36
-
-
38249036215
-
The framing of negotiations: Contextual versus task frames
-
Neale, M. A., Huber, V. L., & Northcraft, G. B. (1987). The framing of negotiations: Contextual versus task frames Organizational Behavior and Human Decision Processes, 39, 228-241.
-
(1987)
Organizational Behavior and Human Decision Processes
, vol.39
, pp. 228-241
-
-
Neale, M.A.1
Huber, V.L.2
Northcraft, G.B.3
-
37
-
-
38249038841
-
Experts, amateurs, and refrigerators: Comparing expert and amateur negotiators in a novel task
-
Neale, M. A., & Northcraft, G. B. (1986). Experts, amateurs, and refrigerators: Comparing expert and amateur negotiators in a novel task. Organizational Behavior and Human Decision Processes, 38, 305-317.
-
(1986)
Organizational Behavior and Human Decision Processes
, vol.38
, pp. 305-317
-
-
Neale, M.A.1
Northcraft, G.B.2
-
38
-
-
0031286657
-
Effects of trust and governance on relational risk
-
Nooteboom, B., Berger, H., & Noorderhaven, N. G. (1997). Effects of trust and governance on relational risk. Academy of Management Journal, 40, 308-338.
-
(1997)
Academy of Management Journal
, vol.40
, pp. 308-338
-
-
Nooteboom, B.1
Berger, H.2
Noorderhaven, N.G.3
-
40
-
-
0000346098
-
Fixed pie a la mode: Information availability, information processing, and the negotiation of suboptimal agreements
-
Pinkley, R. L., Griffith, T. L., & Northcraft, G. B. (1995). "Fixed pie" a la mode: Information availability, information processing, and the negotiation of suboptimal agreements. Organizational Behavior and Human Decision Processes, 62, 101-112.
-
(1995)
Organizational Behavior and Human Decision Processes
, vol.62
, pp. 101-112
-
-
Pinkley, R.L.1
Griffith, T.L.2
Northcraft, G.B.3
-
41
-
-
21344485795
-
Conflict frames of reference: Implications for dispute processes and outcomes
-
Pinkley, R. L., & Northcraft, G. B. (1994). Conflict frames of reference: Implications for dispute processes and outcomes. Academy of Management Journal, 37, 193-205.
-
(1994)
Academy of Management Journal
, vol.37
, pp. 193-205
-
-
Pinkley, R.L.1
Northcraft, G.B.2
-
43
-
-
0002813748
-
Achieving integrative agreements
-
M. H. Bazennan & R. J. Lewicki (Eds.). Beverly Hills, CA: Sage
-
Pruitt, D. G. (1983). Achieving integrative agreements. In M. H. Bazennan & R. J. Lewicki (Eds.), Negotiating in organizations (pp. 35-50). Beverly Hills, CA: Sage.
-
(1983)
Negotiating in Organizations
, pp. 35-50
-
-
Pruitt, D.G.1
-
44
-
-
38249038925
-
Gender effects in negotiation: Constituent surveillance and contentious behavior
-
Pruitt, D. G., Carnevale, P.J.D., Forcey, B., & Van Slyck, M. (1986). Gender effects in negotiation: Constituent surveillance and contentious behavior. Journal of Experimental and Social Psychology, 22, 264-275.
-
(1986)
Journal of Experimental and Social Psychology
, vol.22
, pp. 264-275
-
-
Pruitt, D.G.1
Carnevale, P.J.D.2
Forcey, B.3
Van Slyck, M.4
-
47
-
-
0001908890
-
Refraining integrative and distributive bargaining: A process perspective
-
R. J. Lewicki, B. H. Sheppard, & M. H. Bazerman, (Eds.). Greenwich, CT: JAI.
-
Putnam, L. L. (1990). Refraining integrative and distributive bargaining: A process perspective. In R. J. Lewicki, B. H. Sheppard, & M. H. Bazerman, (Eds.), Research on Negotiation in Organizations JAI series annual, 2-30. Greenwich, CT: JAI.
-
(1990)
Research on Negotiation in Organizations JAI Series Annual
, pp. 2-30
-
-
Putnam, L.L.1
-
48
-
-
0001847683
-
The prosperous community: Social capital and public life
-
Putnam, R. D. (1993). The prosperous community: Social capital and public life. American Prospect, 13, 35-42.
-
(1993)
American Prospect
, vol.13
, pp. 35-42
-
-
Putnam, R.D.1
-
49
-
-
0030375510
-
Multiple meanings of trust in negotiation research: A literature review and integrative model
-
Ross, W., & LaCroix, J. (1996). Multiple meanings of trust in negotiation research: A literature review and integrative model. International Journal of Conflict Management, 7, 314-360.
-
(1996)
International Journal of Conflict Management
, vol.7
, pp. 314-360
-
-
Ross, W.1
LaCroix, J.2
-
51
-
-
1842654246
-
The Prisoner's Dilemma and a creative alternative game: The effects of communication under conditions of real reward
-
Steinfatt, T. M. (1973). The Prisoner's Dilemma and a creative alternative game: The effects of communication under conditions of real reward Simulation and Games, 4, 389-409.
-
(1973)
Simulation and Games
, vol.4
, pp. 389-409
-
-
Steinfatt, T.M.1
-
52
-
-
0027673936
-
Gender differences in the acquisition of salary negotiation skills: The role of goals, self-efficacy, and perceived control
-
Stevens, D. K., Bavetta, A. G., & Gist, M. E. (1993) Gender differences in the acquisition of salary negotiation skills: The role of goals, self-efficacy, and perceived control. Journal of Applied Psychology, 78, 723-735.
-
(1993)
Journal of Applied Psychology
, vol.78
, pp. 723-735
-
-
Stevens, D.K.1
Bavetta, A.G.2
Gist, M.E.3
-
53
-
-
0000845565
-
Conflict and negotiation processes in organizations
-
M. D. Dunnette & L. M. Hough (Eds.). Palo Alto, CA: Consulting Psychologists Press
-
Thomas, K. W. (1990). Conflict and negotiation processes in organizations. In M. D. Dunnette & L. M. Hough (Eds.), Handbook of industrial and organizational psychology (2nd ed., pp. 651-717). Palo Alto, CA: Consulting Psychologists Press.
-
(1990)
Handbook of Industrial and Organizational Psychology 2nd Ed.
, pp. 651-717
-
-
Thomas, K.W.1
-
58
-
-
0000841879
-
Conflict and its management
-
Wall, J. A., Jr., & Callister, R. R. (1995) Conflict and its management Journal of Management, 27, 515-558.
-
(1995)
Journal of Management
, vol.27
, pp. 515-558
-
-
Wall Jr., J.A.1
Callister, R.R.2
-
62
-
-
85022739470
-
Calculativeness, trust, and economic organization
-
Williamson, O. E. (1993) Calculativeness, trust, and economic organization. Journal of Law and Economics, 36, 453-486.
-
(1993)
Journal of Law and Economics
, vol.36
, pp. 453-486
-
-
Williamson, O.E.1
-
63
-
-
67649084317
-
Trust and managerial problem solving
-
Zand, D. E. (1972). Trust and managerial problem solving. Administrative Science Quarterly, 17, 229-239.
-
(1972)
Administrative Science Quarterly
, vol.17
, pp. 229-239
-
-
Zand, D.E.1
-
64
-
-
84970531183
-
Coefficients for interrater agreement
-
Zegers, F. E. (1991). Coefficients for interrater agreement. Applied Psychological Measurement, 15, 321-333.
-
(1991)
Applied Psychological Measurement
, vol.15
, pp. 321-333
-
-
Zegers, F.E.1
|