-
1
-
-
14944362186
-
The negotiation dance: Time, culture, and behavioral sequences in negotiation
-
Adair, Wendy L. and Jeanne M. Brett. 2005. The negotiation dance: Time, culture, and behavioral sequences in negotiation. Organizational Science 16: 33-51.
-
(2005)
Organizational Science
, vol.16
, pp. 33-51
-
-
Adair, W.L.1
Brett, J.M.2
-
2
-
-
34548818471
-
The timing and function of offers in US and Japanese negotiations
-
Adair, Wendy L., Laurie R. Weingart and Jeanne M. Brett. 2007. The timing and function of offers in US and Japanese negotiations. Journal of Applied Psychology 92: 1056-1068.
-
(2007)
Journal of Applied Psychology
, vol.92
, pp. 1056-1068
-
-
Adair, W.L.1
Weingart, L.R.2
Brett, J.M.3
-
3
-
-
79952480563
-
Cultural variance in the interpersonal effects of anger in negotiations
-
Adam, Hajo, Aiwa Shirako, and William W. Maddux. 2010. Cultural variance in the interpersonal effects of anger in negotiations. Psychological Science 21: 882-889.
-
(2010)
Psychological Science
, vol.21
, pp. 882-889
-
-
Adam, H.1
Shirako, A.2
Maddux, W.W.3
-
4
-
-
0035594915
-
The severity of contract enforcement in interfirm channel relationships
-
Anita, Kersi D. and Gary L. Frazier. 2001. The severity of contract enforcement in interfirm channel relationships. Journal of Marketing 65: 67-81.
-
(2001)
Journal of Marketing
, vol.65
, pp. 67-81
-
-
Anita, K.D.1
Frazier, G.L.2
-
5
-
-
1642277045
-
Nice girls don't ask
-
Babcock, Linda, Sara Laschever, Michele Gelfand, and Deborah Small. 2003. Nice girls don't ask. Harvard Business Review 81: 14-15.
-
(2003)
Harvard Business Review
, vol.81
, pp. 14-15
-
-
Babcock, L.1
Laschever, S.2
Gelfand, M.3
Small, D.4
-
6
-
-
84920441145
-
Gender differences in the propensity to initiate negotiations
-
David De Cremer, Marcel Zeelenberg and J. Keith Murnighan (eds.), Mahwah, NJ: Lawrence Erlbaum
-
Babcock, Linda, Michele Gelfand, Debora Small, and Heidi Stayn. 2006. Gender differences in the propensity to initiate negotiations. In: David De Cremer, Marcel Zeelenberg and J. Keith Murnighan (eds.), Social Psychology and Economics, 239-259. Mahwah, NJ: Lawrence Erlbaum.
-
(2006)
Social Psychology and Economics
, pp. 239-259
-
-
Babcock, L.1
Gelfand, M.2
Small, D.3
Stayn, H.4
-
7
-
-
74049124926
-
Communication and cooperation in social dilemmas: A meta-analytic review
-
Balliet, Daniel. 2010. Communication and cooperation in social dilemmas: A meta-analytic review. Journal of Conflict Resolution 54: 39-57.
-
(2010)
Journal of Conflict Resolution
, vol.54
, pp. 39-57
-
-
Balliet, D.1
-
8
-
-
38249009767
-
The effects of agents and mediators on negotiation outcomes
-
Bazerman, Max H., Margaret A. Neale, Kathleen L. Valley, Edward Zajac and Yong Min Kim. 1992. The effects of agents and mediators on negotiation outcomes. Organizational Behavior and Human Decision Processes 531: 55-73.
-
(1992)
Organizational Behavior and Human Decision Processes
, vol.531
, pp. 55-73
-
-
Bazerman, M.H.1
Neale, M.A.2
Valley, K.L.3
Zajac, E.4
Kim, Y.M.5
-
11
-
-
53349173406
-
Gender in job negotiations: A two-level game
-
Bowles, Hannah R. and Kathleen McGinn. 2005. Gender in job negotiations: A two-level game. Negotiation Journal 24: 393-410.
-
(2005)
Negotiation Journal
, vol.24
, pp. 393-410
-
-
Bowles, H.R.1
Mc Ginn, K.2
-
12
-
-
84928834595
-
Resolving conflict through explicit bargaining
-
Boyle, Elizabeth H. and Edward J. Lawler. 1991. Resolving conflict through explicit bargaining. Social Forces 69: 1183-1204.
-
(1991)
Social Forces
, vol.69
, pp. 1183-1204
-
-
Boyle, E.H.1
Lawler, E.J.2
-
14
-
-
79960338116
-
A cultural analysis of the underlying assumptions of negotiation theory. In: Leigh. L. Thompson (ed.)
-
New York: Psychology Press
-
Brett, Jeanne M. and Michele Gelfand. 2005. A cultural analysis of the underlying assumptions of negotiation theory. In: Leigh. L. Thompson (ed.), Frontiers of social psychology: Negotiations, 173-202. New York: Psychology Press.
-
(2005)
Frontiers of Social Psychology:Negotiations
, pp. 173-202
-
-
Brett, J.M.1
Gelfand, M.2
-
15
-
-
0032135860
-
Process and outcome effects
-
Refocusing rights- and power-oriented negotiators toward integrative negotiations
-
Brett, Jeanne M., Debra L. Shapiro, and Anne L. Lytle. 1998. Refocusing rights- and power-oriented negotiators toward integrative negotiations: Process and outcome effects, Academy of Management Journal 41: 410-424.
-
(1998)
Academy of Management Journal
, vol.41
, pp. 410-424
-
-
Brett, J.M.1
Shapiro, D.L.2
Lytle, A.L.3
-
16
-
-
0003465920
-
Working together but in opposition: An examination of the “good-cop/bad-cop” negotiating team tactic
-
Brodt, Susan E. and Marla Tuchinsky. 2000. Working together but in opposition: An examination of the “good-cop/bad-cop” negotiating team tactic. Organizational Behavior and Human Decision Processes 81: 155-177.
-
(2000)
Organizational Behavior and Human Decision Processes
, vol.81
, pp. 155-177
-
-
Brodt, S.E.1
Tuchinsky, M.2
-
17
-
-
0034287098
-
Culture in the context of intercultural negotiation: Individualism-collectivism and paths to integrative agreements
-
Cai, Deborah, Steven R. and Laura E. Drake. 2000. Culture in the context of intercultural negotiation: Individualism-collectivism and paths to integrative agreements. Human Communication Research 26: 591-617.
-
(2000)
Human Communication Research
, vol.26
, pp. 591-617
-
-
Cai, D.1
Steven, R.2
Drake, L.E.3
-
19
-
-
53849143618
-
-
Curhan, Jared R., Margaret A. Neale, M. A., Lee Ross, and Jesse Rosencranz-Engelmann. 2008. Relational accommodation in negotiation: Effects of egalitarianism and gender on economic efficiency and relational capital. Organizational Behavior and Human Decision Processes 107: 192-205.
-
(2008)
Relational Accommodation in Negotiation: Effects of Egalitarianism and Gender on Economic Efficiency and Relational Capital. Organizational Behavior and Human Decision Processes
, vol.107
, pp. 192-205
-
-
Curhan, J.R.1
Neale, M.A.2
Ross, L.3
Rosencranz-Engelmann, J.4
-
20
-
-
37249004381
-
Communication systems: Interpersonal- implications
-
Gerald R. Miller (ed.), Thousand Oaks, CA: Sage
-
Cushman, Donald. P. and Robert T. Craig. 1976. Communication systems: Interpersonal- implications. In: Gerald R. Miller (ed.), Explorations in interpersonal communication, 37-58. Thousand Oaks, CA: Sage.
-
(1976)
Craig
, pp. 37-58
-
-
Cushman, D.P.1
Robert, T.2
-
21
-
-
0034185378
-
Influence of social motives on integrative negotiation: A meta-analytic review and test of two theories
-
De Dreu, Carsten K. W., Weingart, Laurie. R., and Seungwoo Kwon. 2000. Influence of social motives on integrative negotiation: A meta-analytic review and test of two theories. Journal of Personality and Social Psychology 78: 889-905.
-
(2000)
Journal of Personality and Social Psychology
, vol.78
, pp. 889-905
-
-
De, D.1
Carsten, K.W.2
Weingart, L.R.3
Kwon, S.4
-
23
-
-
59349105121
-
Disentangling approaches to framing in conflict and negotiation research: A meta-paradigmatic perspective
-
Dewulf, Art, Barbara Gray, Linda Putnam, Roy Lewicki, Noelle Aarts, Rene Bouwen and Cees van Woerkum. 2009. Disentangling approaches to framing in conflict and negotiation research: A meta-paradigmatic perspective. Human Relations 62: 155-193.
-
(2009)
Human Relations
, vol.62
, pp. 155-193
-
-
Dewulf, A.1
Gray, B.2
Putnam, L.3
Lewicki, R.4
Aarts, N.5
Bouwen, R.6
Van Woerkum, C.7
-
24
-
-
84925972606
-
Development of a model of rule use in negotiation interaction
-
Donohue, William. A. 1981. Development of a model of rule use in negotiation interaction. Communication Monograph 48: 106-120.
-
(1981)
Communication Monograph
, vol.48
, pp. 106-120
-
-
Donohue, W.A.1
-
25
-
-
84986408288
-
Relational development as negotiated order in hostage negotiation
-
Donohue, William A. and Anthony J. Roberto. 1993. Relational development as negotiated order in hostage negotiation. Human Communication Research 20: 175-198.
-
(1993)
Human Communication Research
, vol.20
, pp. 175-198
-
-
Donohue, W.A.1
Roberto, A.J.2
-
26
-
-
34547154165
-
Role effects in negotiation: The one-down phenomenon
-
Donohue, William A. and Paul J. Taylor. 2007. Role effects in negotiation: The one-down phenomenon. Negotiation Journal 23: 307-331.
-
(2007)
Negotiation Journal
, vol.23
, pp. 307-331
-
-
Donohue, W.A.1
Taylor, P.J.2
-
27
-
-
0003701145
-
-
New York: Columbia University Press
-
Douglas, Ann. 1962. Industrial Peacemaking. New York: Columbia University Press, 1962.
-
(1962)
Industrial Peacemaking
, pp. 1962
-
-
Douglas, A.1
-
28
-
-
0030545887
-
Communicative framing theory in conflict resolution
-
Drake, Laura. E. and William A. Donohue. 1996. Communicative framing theory in conflict resolution. Communication Research 23: 297-322.
-
(1996)
Communication Research
, vol.23
, pp. 297-322
-
-
Drake, L.E.1
Donohue, W.A.2
-
29
-
-
0035640185
-
Turning points in international negotiations: A comparative Analysis
-
Druckman, Daniel. 2001. Turning points in international negotiations: A comparative Analysis. Journal of Conflict Resolution 45: 519-544.
-
(2001)
Journal of Conflict Resolution
, vol.45
, pp. 519-544
-
-
Druckman, D.1
-
31
-
-
58449089218
-
Interpretive filters: Social cognition and the impact of turning points in negotiation
-
Druckman, Daniel, Mara Olekalns, and Philip Smith. 2009. Interpretive filters: Social cognition and the impact of turning points in negotiation. Negotiation Journal 25: 13-40.
-
(2009)
Negotiation Journal
, vol.25
, pp. 13-40
-
-
Druckman, D.1
Olekalns, M.2
Smith, P.3
-
32
-
-
84979177251
-
Analysis of negotiation interactions and behaviour
-
Dyar, Damien. A. 1977/78. Analysis of negotiation interactions and behaviour. Industrial Relations Journal 8: 61-72.
-
Industrial Relations Journal
, vol.8
, pp. 61-72
-
-
Dyar, D.A.1
-
33
-
-
84933489423
-
Differentiation of boundary spanning roles: Labor negotiations and implications for role conflict
-
Friedman, Raymond and Joel Polodny. 1992. Differentiation of boundary spanning roles: Labor negotiations and implications for role conflict. Administrative Science Quarterly 37: 28-47.
-
(1992)
Administrative Science Quarterly
, vol.37
, pp. 28-47
-
-
Friedman, R.1
Polodny, J.2
-
34
-
-
0035489131
-
First offers as anchors: The role of perspective-taking and negotiator focus
-
Galinsky, Adam and Thomas Mussweiler. 2001. First offers as anchors: The role of perspective-taking and negotiator focus. Journal of Personality and Social Psychology 81: 657-669.
-
(2001)
Journal of Personality and Social Psychology
, vol.81
, pp. 657-669
-
-
Galinsky, A.1
Mussweiler, T.2
-
36
-
-
33646433999
-
Negotiating relationally: The dynamics of the relational self in negotiations
-
Gelfand, Michele J., Virginia S. Major, Jana L. Raver, Lisa H. Nishii, and Karen O'Brien. 2006. Negotiating relationally: The dynamics of the relational self in negotiations. Academy of Management Review 3: 427-451.
-
(2006)
Academy of Management Review
, vol.3
, pp. 427-451
-
-
Gelfand, M.J.1
Major, V.S.2
Raver, J.L.3
Nishii, L.H.4
O'Brien, K.5
-
37
-
-
0031532461
-
Parasitic integration: Win-win agreements containing losers
-
Gillespie, James J. and Max H. Bazerman. 1997. Parasitic integration: Win-win agreements containing losers. Negotiation Journal 13: 271-282.
-
(1997)
Negotiation Journal
, vol.13
, pp. 271-282
-
-
Gillespie, J.J.1
Bazerman, M.H.2
-
38
-
-
68249158391
-
Explicit versus implicit contracts: Evidence from CEO employment agreements
-
Gillian, Stuart L., Jay C. Hartzell, and Robert Parrino. 2009. Explicit versus implicit contracts: Evidence from CEO employment agreements. The Journal of Finance 64: 1629-1655.
-
(2009)
The Journal of Finance
, vol.64
, pp. 1629-1655
-
-
Gillian, S.L.1
Hartzell, J.C.2
Parrino, R.3
-
39
-
-
0002263223
-
Phases structures in negotiations
-
Linda.L. Putnam and Michael E. Roloff (eds.), Thousand Oaks, CA: Sage
-
Holmes, Michael E. 1992. Phases structures in negotiations. In: Linda.L. Putnam and Michael E. Roloff (eds.), Communication and Negotiation, 83-105. Thousand Oaks, CA: Sage.
-
(1992)
Communication and Negotiation
, pp. 83-105
-
-
Holmes, M.E.1
-
40
-
-
85001245632
-
Being tough or being nice? A meta-analysis on hard- and softline strategies in distributive negotiations
-
press
-
Huffmeier, Joachim, Philipp A. Freund, Alfred Zerres, Klaus Backhaus, and Guido Hertel, G. In press. Being tough or being nice? A meta-analysis on hard- and softline strategies in distributive negotiations. Journal of Management.
-
Journal of Management
-
-
Huffmeier, J.1
Freund, P.A.2
Zerres, A.3
Backhaus, K.4
Guido Hertel, G.5
-
41
-
-
0000993365
-
Getting to best: Efficiency versus optimality in negotiation
-
Hyder, Elaine. B., Michael J. Prietula, and Laurie R. Weingart. 2000. Getting to best: Efficiency versus optimality in negotiation. Cognitive Science 24: 169-204.
-
(2000)
Cognitive Science
, vol.24
, pp. 169-204
-
-
Hyder, E.B.1
Prietula, M.J.2
Weingart, L.R.3
-
43
-
-
0031479377
-
Planning skills and negotiator goal accomplishment: The relationship between self-monitoring and plan generation, plan enactment, and plan consequences
-
Jordan, Jerry. M. and Michael E. Roloff. 1997. Planning skills and negotiator goal accomplishment: The relationship between self-monitoring and plan generation, plan enactment, and plan consequences Communication Research 24: 31-63.
-
(1997)
Communication Research
, vol.24
, pp. 31-63
-
-
Jordan, J.M.1
Roloff, M.E.2
-
44
-
-
84859886835
-
Bridging social distance in inter-cultural negotiations: “You” and the bi-cultural negotiator
-
Kern, Mary, Sujin Lee, Zeynep Aytug, and Jeanne Brett. 2012. Bridging social distance in inter-cultural negotiations: “You” and the bi-cultural negotiator. International Journal of Conflict Management 23: 173-191.
-
(2012)
International Journal of Conflict Management
, vol.23
, pp. 173-191
-
-
Kern, M.1
Lee, S.2
Aytug, Z.3
Brett, J.4
-
46
-
-
0000148819
-
Vertical integration as a self-enforcing contractual arrangement
-
Klein, Benjamin and Kevin M. Murphy. 1997. Vertical integration as a self-enforcing contractual arrangement. American Economic Review 87: 415-240.
-
(1997)
American Economic Review
, vol.87
, pp. 240-415
-
-
Klein, B.1
Murphy, K.M.2
-
47
-
-
0001732419
-
A bargaining theory of coalition formation
-
Komorita, Samuel S. and Jerome M. Chertkoff. 1973. A bargaining theory of coalition formation. Psychological Review 80: 149-162.
-
(1973)
Psychological Review
, vol.80
, pp. 149-162
-
-
Komorita, S.S.1
Chertkoff, J.M.2
-
48
-
-
84866022051
-
Language and process
-
D. Marc Kilgour, and Colin Eden (eds.), New York:, Springer
-
Koszegi, Sabrine T. and Rudolf Vetschera. 2010. Language and process. In: D. Marc Kilgour, and Colin Eden (eds.) Handbook of Group Decision and Negotiation, 121-138. New York: Springer.
-
(2010)
Handbook of Group Decision and Negotiation
, pp. 121-138
-
-
Koszegi, S.T.1
Vetschera, R.2
-
49
-
-
0009246357
-
Bargaining and influence in conflict situations
-
Karen. S. Cook, Gary A. Fine, and James S. House (eds.), Needham Heights, MA: Allyn and Bacon
-
Lawler, Edward. J. and Rebecca Ford. 1995. Bargaining and influence in conflict situations. In: Karen. S. Cook, Gary A. Fine, and James S. House (eds.), Sociological Perspectives on Social Psychology, 236-256. Needham Heights, MA: Allyn and Bacon.
-
(1995)
Sociological Perspectives on Social Psychology
, pp. 236-256
-
-
Lawler, E.J.1
Ford, R.2
-
51
-
-
2642542249
-
Relational incentive contracts
-
Levin, Jonathan. 2003. Relational incentive contracts. The American Economic Review 93: 835-857.
-
(2003)
The American Economic Review
, vol.93
, pp. 835-857
-
-
Levin, J.1
-
52
-
-
0001204380
-
Trust development, the GRIT proposal, and the effects of conciliatory acts on conflict and cooperation
-
Lindskold, Svenn. 1978. Trust development, the GRIT proposal, and the effects of conciliatory acts on conflict and cooperation. Psychological Bulletin 85: 772-793.
-
(1978)
Psychological Bulletin
, vol.85
, pp. 772-793
-
-
Lindskold, S.1
-
54
-
-
57849086497
-
The intrapersonal and interpersonal influence of anger on negotiation performance: A cross-cultural investigation
-
Liu, Meina. 2009. The intrapersonal and interpersonal influence of anger on negotiation performance: A cross-cultural investigation. Human Communication Research 35: 148-169.
-
(2009)
Human Communication Research
, vol.35
, pp. 148-169
-
-
Liu, M.1
-
55
-
-
79952294428
-
The effects of interaction goals on negotiation tactics and outcomes: A dyadic-level analysis across two cultures
-
Liu, Meina and Steven R. Wilson. 2011. The effects of interaction goals on negotiation tactics and outcomes: A dyadic-level analysis across two cultures. Communication Research 38: 248-277.
-
(2011)
Communication Research
, vol.38
, pp. 248-277
-
-
Liu, M.1
Wilson, S.R.2
-
56
-
-
0001610657
-
Relational contracts: What we do and do not know
-
Mac Neil, Ian R. 1985. Relational contracts: What we do and do not know. Wisconsin Law Review 565: 483-525.
-
(1985)
Wisconsin Law Review
, vol.565
, pp. 483-525
-
-
Mac Neil, I.R.1
-
57
-
-
33846510854
-
Power, propensity to negotiate, and moving first in competitive interactions
-
Magee Joe, C., Adam H. Galinsky, and Deborah H. Gruenfeld. 2007. Power, propensity to negotiate, and moving first in competitive interactions. Personality and Social Psychology Bulletin 33: 200-212.
-
(2007)
Personality and Social Psychology Bulletin
, vol.33
, pp. 200-212
-
-
Magee Joe, C.1
Galinsky, A.H.2
Gruenfeld, D.H.3
-
58
-
-
0002114557
-
A social psychological approach to the study of negotiation
-
Raymond V. Bowers (ed.), Athens, GA: University of Georgia Press
-
Mc Grath, Joseph E. 1966. A social psychological approach to the study of negotiation. In: Raymond V. Bowers (ed.) Studies of Behavior in Organizations: A Research Symposium, 101-134. Athens, GA: University of Georgia Press.
-
(1966)
Studies of Behavior in Organizations: A Research Symposium
, pp. 101-134
-
-
Mc Grath, J.E.1
-
59
-
-
38049026351
-
Bargaining theory meets interest-based negotiations: A case study
-
Mc Kersie, Robert. B., Teresa Sharpe, Thomas A. Kochan, Adrienne E. Eaton, George Strauss, and Marty Morgenstern. 2008. Bargaining theory meets interest-based negotiations: A case study. Industrial Relations 47: 66-96.
-
(2008)
Industrial Relations
, vol.47
, pp. 66-96
-
-
Mc Kersie, R.B.1
Sharpe, T.2
Kochan, T.A.3
Eaton, A.E.4
Strauss, G.5
Morgenstern, M.6
-
60
-
-
79952737592
-
After the deal: Talk, trust tuilding, and the implementation of negotiated agreements
-
Mislin, Alexandra, Rachel L. Campagna, and William P. Bottom. 2011. After the deal: Talk, trust tuilding, and the implementation of negotiated agreements. Organizational Behavior and Human Decision Processes 115: 55-68.
-
(2011)
Organizational Behavior and Human Decision Processes
, vol.115
, pp. 55-68
-
-
Mislin, A.1
Campagna, R.L.2
Bottom, W.P.3
-
61
-
-
33745665570
-
Negotiating umbrella agreements
-
Mouzas, Stefanos. 2006. Negotiating umbrella agreements. Negotiation Journal 22: 279-301.
-
(2006)
Negotiation Journal
, vol.22
, pp. 279-301
-
-
Mouzas, S.1
-
62
-
-
83455162588
-
The perspective of employers
-
employees' perspective Psychological contract violation beyond an
-
Nadin, Sara J. and Colin C. Williams. 2012. Psychological contract violation beyond an employees' perspective: The perspective of employers. Employee Relations 34: 110-125.
-
(2012)
Employee Relations
, vol.34
, pp. 110-125
-
-
Nadin, S.J.1
Williams, C.C.2
-
64
-
-
84928506703
-
Conversation structure: An explanation of bargaining behaviors in negotiations
-
Neu, Joyce. 1988. Conversation structure: An explanation of bargaining behaviors in negotiations. Management Communication Quarterly 2: 23-45.
-
(1988)
Management Communication Quarterly
, vol.2
, pp. 23-45
-
-
Neu, J.1
-
65
-
-
0000438373
-
Groups and solos in context: The effects of accountability on team negotiation
-
O'Connor, Kathleen M. 1997. Groups and solos in context: The effects of accountability on team negotiation. Organizational Behavior and Human Decision Processes 72: 384-407.
-
(1997)
Organizational Behavior and Human Decision Processes
, vol.72
, pp. 384-407
-
-
O'Connor, K.M.1
-
66
-
-
0035216340
-
Distributive spirals: Negotiation impasses and the moderating effects of disputant self-efficacy
-
O'Connor, Kathleen M. and Joseph A. Arnold. 2001. Distributive spirals: Negotiation impasses and the moderating effects of disputant self-efficacy. Organizational Behavior and Human Decision Processes 84, 148-176.
-
(2001)
Organizational Behavior and Human Decision Processes
, vol.84
, pp. 148-176
-
-
O'Connor, K.M.1
Arnold, J.A.2
-
67
-
-
17444398945
-
Negotiators' bargaining experiences over time and their effects on future negotiations
-
O'Connor, Kathleen M., Joseph A. Arnold, and Ethan R. Burris. 2005. Negotiators' bargaining experiences over time and their effects on future negotiations. Journal of Applied Psychology 90: 350-362.
-
(2005)
Journal of Applied Psychology
, vol.90
, pp. 350-362
-
-
O'Connor, K.M.1
Arnold, J.A.2
Burris, E.R.3
-
68
-
-
6344278677
-
Modeling processes in multiparty negotiations
-
Phases, transitions and interruptions
-
Olekalns, Mara, Jeanne M. Brett, and Laurie R. Weingart. 2003. Phases, transitions and interruptions: Modeling processes in multiparty negotiations. The International Journal of Conflict Management 14: 191-211.
-
(2003)
The International Journal of Conflict Management
, vol.14
, pp. 191-211
-
-
Olekalns, M.1
Brett, J.M.2
Weingart, L.R.3
-
69
-
-
0034287095
-
Outcomes - The role of strategy sequences in competitive negotiations
-
Understanding optimal
-
Olekalns, Mara and Philip L. Smith. 2000. Understanding optimal outcomes - The role of strategy sequences in competitive negotiations. Human Communication Research 26: 527-557.
-
(2000)
Human Communication Research
, vol.26
, pp. 527-557
-
-
Olekalns, M.1
Smith, P.L.2
-
70
-
-
28244485717
-
Moments in time: Metacognition, trust and outcomes in dyadic negotiations
-
Olekalns, Mara and Philip L. Smith. 2005. Moments in time: Metacognition, trust and outcomes in dyadic negotiations. Personality and Social Psychology Bulletin 31: 1696-1707.
-
(2005)
Personality and Social Psychology Bulletin
, vol.31
, pp. 1696-1707
-
-
Olekalns, M.1
Smith, P.L.2
-
71
-
-
84871446816
-
Dyadic power profiles: Power-contingent strategies for value creation in negotiation
-
Olekalns, Mara and Philip L. Smith. 2013. Dyadic power profiles: Power-contingent strategies for value creation in negotiation. Human Communication Research 39: 3-20.
-
(2013)
Human Communication Research
, vol.39
, pp. 3-20
-
-
Olekalns, M.1
Smith, P.L.2
-
72
-
-
0030268723
-
The process of negotiating: Strategies, timing and outcomes
-
Olekalns, Mara, Philip L. Smith, and Therese Walsh. 1996. The process of negotiating: Strategies, timing and outcomes. Organizational Behavior and Human Decision Processes 67: 68-76.
-
(1996)
Organizational Behavior and Human Decision Processes
, vol.67
, pp. 68-76
-
-
Olekalns, M.1
Smith, P.L.2
Walsh, T.3
-
75
-
-
0002293653
-
Negotiation in triads: Communication constraints and tradeoff structure
-
Palmer, Linda G. and Leigh Thompson. 1995. Negotiation in triads: Communication constraints and tradeoff structure. Journal of Experimental Psychology: Applied 12: 83-94.
-
(1995)
Journal of Experimental Psychology: Applied
, vol.12
, pp. 83-94
-
-
Palmer, L.G.1
Thompson, L.2
-
76
-
-
0032220625
-
Interest alignment and coalitions in multi-party negotiation
-
Polzer, Jeffrey T., Elizabeth A. Mannix and Margaret A. Neale. 1998. Interest alignment and coalitions in multi-party negotiation. Academy of Management Journal 41: 42-54.
-
(1998)
Academy of Management Journal
, vol.41
, pp. 42-54
-
-
Polzer, J.T.1
Mannix, E.A.2
Neale, M.A.3
-
79
-
-
2542578782
-
Transformations and critical moments in negotiations
-
Putnam, Linda L. 2004. Transformations and critical moments in negotiations. Negotiation Journal 20: 275-295.
-
(2004)
Negotiation Journal
, vol.20
, pp. 275-295
-
-
Putnam, L.L.1
-
80
-
-
24644477413
-
We can't go on like this: Frame Changes in intractable conflicts
-
Putnam, Linda. L., Guy Burgess, and Rebecca Royer. 2003. We can't go on like this: Frame Changes in intractable conflicts. Environmental Practice 53: 247-255
-
(2003)
Environmental Practice
, vol.53
, pp. 247-255
-
-
Putnam, L.L.1
Burgess, G.2
Royer, R.3
-
81
-
-
0002784071
-
Framing, reframing, and issue development
-
Linda L. Putnam and Michael. E. Roloff (eds.), Thousand Oaks, CA: Sage
-
Putnam, Linda L. and Majia Holmer. 1992. Framing, reframing, and issue development. In: Linda L. Putnam and Michael. E. Roloff (eds.), Communication and Negotiation 128-155, Thousand Oaks, CA: Sage.
-
(1992)
Communication and Negotiation
, pp. 128-155
-
-
Putnam, L.L.1
Holmer, M.2
-
82
-
-
84972959130
-
Reciprocity in negotiations: An analysis of bargaining interaction
-
Putnam, Linda. L. and Tricia S. Jones. 1982. Reciprocity in negotiations: An analysis of bargaining interaction. Communication Monographs 49: 171-191.
-
(1982)
Communication Monographs
, vol.49
, pp. 171-191
-
-
Putnam, L.L.1
Jones, T.S.2
-
83
-
-
84985275062
-
Violating the psychological contract: Not the exception but the norm
-
Robinson, Sandra. L. and Denise M. Rousseau. 1994. Violating the psychological contract: Not the exception but the norm. Journal of Organizational Behavior 15: 245-259.
-
(1994)
Journal of Organizational Behavior
, vol.15
, pp. 245-259
-
-
Robinson, S.L.1
Rousseau, D.M.2
-
84
-
-
0039798956
-
Authority and self-monitoring
-
accountability on bargaining On alleviating the debilitating effects of
-
Roloff, Michael E. and Douglas E. Campion. 1987. On alleviating the debilitating effects of accountability on bargaining: Authority and self-monitoring. Communication Monographs 54: 145-164
-
(1987)
Communication Monographs
, vol.54
, pp. 145-164
-
-
Roloff, M.E.1
Campion, D.E.2
-
85
-
-
84965798809
-
The influence of effort, experience, and persistence on the elements of bargaining plans
-
Roloff, Michael E. and Jerry M. Jordan. 1991. The influence of effort, experience, and persistence on the elements of bargaining plans. Communication Research 18: 306-332.
-
(1991)
Communication Research
, vol.18
, pp. 306-332
-
-
Roloff, M.E.1
Jordan, J.M.2
-
86
-
-
0009198433
-
When should we use agents? Direct vs. Representative negotiation
-
Rubin, Jeffery. Z. and Frank E. A. Sander. 1988. When should we use agents? Direct vs. representative negotiation. Negotiation Journal 4: 395-401.
-
(1988)
Negotiation Journal
, vol.4
, pp. 395-401
-
-
Rubin, J.Z.1
Sander, F.E.A.2
-
87
-
-
0003243702
-
Bargaining and negotiation in international relations
-
Herbert C. Kelman (ed.), New York: Holt, Rinehart and Winston
-
Sawyer, Jack and Harold Guetzkow. 1965. Bargaining and negotiation in international relations. In: Herbert C. Kelman (ed.), International behavior: A social-psychological analysis, 465-520. New York: Holt, Rinehart and Winston.
-
(1965)
International Behavior: A Social-Psychological Analysis
, pp. 465-520
-
-
Sawyer, J.1
Guetzkow, H.2
-
89
-
-
84979159479
-
The many futures of contracts moving beyond structure and safeguarding to coordinatikon and adaptation
-
press
-
Schepker, Donald J., Won-Yong Oh, Aleksey Martynov, and Laura Poppo. In press. The many futures of contracts moving beyond structure and safeguarding to coordinatikon and adaptation. Journal of Management.
-
Journal of Management
-
-
Schepker, D.J.1
Won-Yong, O.2
Martynov, A.3
Poppo, L.4
-
92
-
-
33947415375
-
Frame changes and the management of intractable conflicts
-
Shmueli, Deborah, Michael Elliott, and Sanda Kaufman. 2006. Frame changes and the management of intractable conflicts. Conflict Resolution Quarterly 24: 207-218.
-
(2006)
Conflict Resolution Quarterly
, vol.24
, pp. 207-218
-
-
Shmueli, D.1
Elliott, M.2
Kaufman, S.3
-
94
-
-
17744395141
-
-
Not all threats are created equal: How
-
Sinaceur, Marwan and Margaret. A. Neale. 2005. Not all threats are created equal: How implicitness and timing affect the effectiveness of threats in negotiations. Group Decision and Negotiation 14: 63-85.
-
(2005)
, vol.14
, pp. 63-85
-
-
Sinaceur, M.1
Neale, M.A.2
-
95
-
-
33645940631
-
Get mad and get more than even: When and why anger expression is effective in negotiations
-
Sinaceur Marwan and Larissa Z. Tiedens. L. Z. 2006. Get mad and get more than even: When and why anger expression is effective in negotiations. Journal of Experimental Social Psychology 42: 314-322.
-
(2006)
Journal of Experimental Social Psychology
, vol.42
, pp. 314-322
-
-
Marwan, S.1
Larissa, Z.T.2
-
96
-
-
80052825676
-
Hot or cold: Is communicating anger or threats more effective in negotiation?
-
Sinaceur, Marwan, Gerben A. Van Kleef, Margaret A. Neale, Hajo Adam, and Christophe Haag. 2011. Hot or cold: Is communicating anger or threats more effective in negotiation? Journal ofApplied Psychology 96: 1018-1032.
-
(2011)
Journal Ofapplied Psychology
, vol.96
, pp. 1018-1032
-
-
Sinaceur, M.1
Van Kleef, G.A.2
Neale, M.A.3
Adam, H.4
Haag, C.5
-
97
-
-
24044553283
-
Hostile behavior and profit in virtual negotiations: A meta-analysis
-
Stuhlmacher, Alice F. and Maryalice Citera 2005. Hostile behavior and profit in virtual negotiations: A meta-analysis. Journal of Business and Psychology 20: 69-93.
-
(2005)
Journal of Business and Psychology
, vol.20
, pp. 69-93
-
-
Stuhlmacher, A.F.1
Citera, M.2
-
98
-
-
84055224076
-
The communication orientation model: Explaining the diverse effects of sight, sound, and synchonicity on negotiation and group decision-making outcomes
-
Swaab, Rodererick, Adam D. Galinsky, Victoria Medvec, and Daniel A. Diermeier. 2012. The communication orientation model: Explaining the diverse effects of sight, sound, and synchonicity on negotiation and group decision-making outcomes. Personality and Social Psychology Review 16: 25-52.
-
(2012)
Personality and Social Psychology Review
, vol.16
, pp. 25-52
-
-
Swaab, R.1
Galinsky, A.D.2
Medvec, V.3
Diermeier, D.A.4
-
99
-
-
79952818140
-
Early words that work: When and how virtual linguistic mimicry facilitates negotiation outcomes
-
Swaab, Roderick. L., William W. Maddux, and Marwan Sinaceur. 2011. Early words that work: When and how virtual linguistic mimicry facilitates negotiation outcomes. Journal of Experimental Social Psychology 47: 616-621.
-
(2011)
Journal of Experimental Social Psychology
, vol.47
, pp. 616-621
-
-
Swaab, R.L.1
Maddux, W.W.2
Sinaceur, M.3
-
100
-
-
0036103449
-
A cylindrical model of communication behavior in crisis negotiations
-
Taylor, Paul J. 2002. A cylindrical model of communication behavior in crisis negotiations. Human Communication Research 2: 7-48.
-
(2002)
Human Communication Research
, vol.2
, pp. 7-48
-
-
Taylor, P.J.1
-
101
-
-
2842547043
-
Measures of last resort: Coercion and aggression in bargaining
-
Daniel Druckman (ed.), Thousand Oaks, CA: Sage Publications
-
Tedeschi, James T. and Thomas V. Bonoma. 1977. Measures of last resort: Coercion and aggression in bargaining. In: Daniel Druckman (ed.), Negotiation: Social-psychological perspectives, 213-242. Thousand Oaks, CA: Sage Publications.
-
(1977)
Negotiation: Social-Psychological Perspectives
, pp. 213-242
-
-
Tedeschi, J.T.1
Bonoma, T.V.2
-
102
-
-
0346123422
-
Interaction analysis in collective bargaining: An alternative approach to the prediction of negotiated outcomes
-
Dan Nimmo (ed.), New Brunswick, NJ: Transaction Press
-
Theye, Larry D. and Seiler, William J. 1979. Interaction analysis in collective bargaining: An alternative approach to the prediction of negotiated outcomes. In: Dan Nimmo (ed.), Communication Yearbook 3: 375-392. New Brunswick, NJ: Transaction Press.
-
(1979)
Communication Yearbook
, vol.3
, pp. 375-392
-
-
Theye, L.D.1
Seiler, W.J.2
-
104
-
-
84934350231
-
Procurement and renegotiation
-
Tirole, Jean. 1986. Procurement and renegotiation. Journal of Political Economy 94: 235-259.
-
(1986)
Journal of Political Economy
, vol.94
, pp. 235-259
-
-
Tirole, J.1
-
105
-
-
34249676817
-
Implementation intentions and the willful pursuit of prosocial goals in negotiation
-
Trotschel, Roman and Peter M. Gollwitzer. 2007. Implementation intentions and the willful pursuit of prosocial goals in negotiation. Journal of Experimental Social Psychology 43: 579-598.
-
(2007)
Journal of Experimental Social Psychology
, vol.43
, pp. 579-598
-
-
Trotschel, R.1
Gollwitzer, P.M.2
-
106
-
-
2842520243
-
Intraorganizational bargaining: The effect of goal congruence and trust on negotiator strategy use
-
Turner, Dudley B. 1990. Intraorganizational bargaining: The effect of goal congruence and trust on negotiator strategy use. Communication Studies 41: 54-75.
-
(1990)
Communication Studies
, vol.41
, pp. 54-75
-
-
Turner, D.B.1
-
107
-
-
84962856872
-
Communication processes leading to integrative agreements: Three paths to joint benefits
-
Tutzauer, Frank and Michael E. Roloff. 1988. Communication processes leading to integrative agreements: Three paths to joint benefits. Communication Research 15: 360-380.
-
(1988)
Communication Research
, vol.15
, pp. 360-380
-
-
Tutzauer, F.1
Roloff, M.E.2
-
108
-
-
77954849562
-
Rethinking intractable conflict
-
Vallacher, Robin R., Peter T. Coleman, Andrzej Nowak, and Lan Bui Wrzosinska. 2010. Rethinking intractable conflict. American Psychologist 65: 262-278
-
(2010)
American Psychologist
, vol.65
, pp. 262-278
-
-
Vallacher, R.R.1
Coleman, P.T.2
Nowak, R.3
Wrzosinska, L.B.4
-
109
-
-
0001164788
-
Friends, Lovers, Colleagues, Strangers: The effects of relationship on the process and outcome of negotiation
-
Robert Bies, Raymond Lewicki, and Blair Sheppard (eds.), Greenwich, CT: JAI Press
-
Valley, Kathleen L., Margaret Neale, and Elizabeth Mannix. 1995. Friends, Lovers, Colleagues, Strangers: The effects of relationship on the process and outcome of negotiation. In: Robert Bies, Raymond Lewicki, and Blair Sheppard (eds.), Research on Negotiation in Organizations, Vol 5, 65-94. Greenwich, CT: JAI Press
-
(1995)
Research on Negotiation in Organizations
, vol.5
, pp. 65-94
-
-
Valley, K.L.1
Neale, M.2
Mannix, E.3
-
110
-
-
44549084629
-
Get angry, get out: The interpersonal effects of anger communication in multiparty negotiation
-
Van Beest, Ilja, Gerben A.Van Kleef, and Eric Van Dijk. 2008. Get angry, get out: The interpersonal effects of anger communication in multiparty negotiation. Journal of Experimental Social Psychology 44: 993-1002.
-
(2008)
Journal of Experimental Social Psychology
, vol.44
, pp. 993-1002
-
-
Van Beest, I.1
Van Kleef, G.A.2
Van Dijk, E.3
-
111
-
-
42649114098
-
When communicating anger pays and when it backfires
-
A social functional approach to emotions in bargaining
-
Van Dijk, Eric, Gerben A. Van Kleef, Wolfgang Steinel, and Ilja Van Beest. 2008. A social functional approach to emotions in bargaining: When communicating anger pays and when it backfires. Journal of Personality and Social Psychology 94: 600-614.
-
(2008)
Journal of Personality and Social Psychology
, vol.94
, pp. 600-614
-
-
Van Dijk, E.1
Van Kleef, G.A.2
Steinel, W.3
Van Beest, I.4
-
112
-
-
36348971788
-
Expressing anger in conflict: When it helps and when it hurts
-
Van Kleef. Gerben. A., &Stephane Cote. 2007. Expressing anger in conflict: When it helps and when it hurts. Journal of Applied Psychology 92: 1557-1569.
-
(2007)
Journal of Applied Psychology
, vol.92
, pp. 1557-1569
-
-
Van Kleef, G.A.1
Cote, S.2
-
113
-
-
77955587895
-
Retaliation or spillover?
-
Longer-term consequences of anger expression in negotiation
-
Van Kleef, Gerben A., and Carsten K. W. De Dreu. 2010. Longer-term consequences of anger expression in negotiation: Retaliation or spillover? Journal of Experimental Social Psychology 46: 753-760.
-
(2010)
Journal of Experimental Social Psychology
, vol.46
, pp. 753-760
-
-
Van Kleef1
Gerben, A.2
De Dreu, C.K.W.3
-
115
-
-
77955566522
-
An interpersonal approach to emotion in social decision making: The emotions as social information model
-
Van Kleef, Gerben A., Carsten De Dreu, and Anthony S. R. Manstead. 2010. An interpersonal approach to emotion in social decision making: The emotions as social information model. Advances in Experimental Social Psychology 42: 45-96.
-
(2010)
Advances in Experimental Social Psychology
, vol.42
, pp. 45-96
-
-
Van Kleef1
Gerben, A.2
De Dreu, C.3
Manstead, A.S.R.4
-
116
-
-
33746653893
-
Power and emotion in negotiation: Power moderates the interpersonal effects of anger and happiness on concession making
-
Van Kleef, Gerben A., Carsten K. W. De Dreu, Davide Pietoni, and Anthony S. R. Manstead. 2006. Power and emotion in negotiation: Power moderates the interpersonal effects of anger and happiness on concession making. European Journal of Social Psychology 36: 557-581.
-
(2006)
European Journal of Social Psychology
, vol.36
, pp. 557-581
-
-
Van Kleef1
Gerben, A.2
De Dreu, C.K.W.3
Pietoni, D.4
Manstead, A.S.R.5
-
117
-
-
84863485850
-
Understanding propensity to initiate negotiations: An examination of the effects of culture and personality
-
Volkema, Roger J. and Denise Fleck,. 2012. Understanding propensity to initiate negotiations: An examination of the effects of culture and personality. International Journal of Conflict Management 23: 266-289
-
(2012)
International Journal of Conflict Management
, vol.23
, pp. 266-289
-
-
Volkema, R.J.1
Fleck, D.2
-
118
-
-
84883443732
-
The moderating role of motivation on the ability-intentionality relationship
-
Initiation behavior in negotiations
-
Volkema, Roger J., Ilias Kapoutsis, and Andreas Nikolopoulos. 2013. Initiation behavior in negotiations: The moderating role of motivation on the ability-intentionality relationship. Negotiation and Conflict Management Research 6: 32-48.
-
(2013)
Negotiation and Conflict Management Research
, vol.6
, pp. 32-48
-
-
Volkema, R.J.1
Kapoutsis, I.2
Nikolopoulos, A.3
-
119
-
-
0030546772
-
Knowledge matters: The effect of tactical descriptions on negotiation behavior and outcomes
-
Weingart, Laurie R., Elaine B. Hyder, and Michael J. Prietual. 1996. Knowledge matters: The effect of tactical descriptions on negotiation behavior and outcomes. Journal ofPersonality and Social Psychology 70: 1205-1217.
-
(1996)
Journal Ofpersonality and Social Psychology
, vol.70
, pp. 1205-1217
-
-
Weingart, L.R.1
Hyder, E.B.2
Prietual, M.J.3
-
122
-
-
17744378213
-
Perceived relative power and it influence on negotiations
-
Wolfe, Rebecca and Kathleen L. McGinn. 2005. Perceived relative power and it influence on negotiations. Group Decision and Negotiation 14: 3-20.
-
(2005)
Group Decision and Negotiation
, vol.14
, pp. 3-20
-
-
Wolfe, R.1
Mc Ginn, K.L.2
-
123
-
-
34548423273
-
The impact of psychological contract breach on work-related outcomes: A meta-analysis
-
Zhao, Hao., Sandy J. Wayne, Brian J. Glibowki, and Jesus Bravo. 2007. The impact of psychological contract breach on work-related outcomes: a meta-analysis. Personnel Psychology 60: 647-680.
-
(2007)
Personnel Psychology
, vol.60
, pp. 647-680
-
-
Zhao, H.1
Wayne, S.J.2
Glibowki, B.J.3
Bravo, J.4
-
124
-
-
84936365621
-
-
Garden City, N.Y.: Anchor Press
-
Zartman, I. William. 1976. The 50% solution: How to bargain successfully with hijackers, strikers, bosses, oil magnates, Arabs, Russians, and other worthy opponents in this modern world. Garden City, N.Y.: Anchor Press.
-
(1976)
The 50% Solution: How to Bargain Successfully with Hijackers, Strikers, Bosses, Oil Magnates, Arabs, Russians, and Other Worthy Opponents in This Modern World
-
-
Zartman, I.W.1
|