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Essentials of Negotiation
0 references·16 citing·47 second hop
Essentials of Negotiation (1996)Essentials of NegotiationFrom data to decisions: Processing information, biases, and beliefs for improved management of natural resources and environments (2017)From data to decisions: Proce…A Systems Perspective on Forgiveness in Organizations (2016)A Systems Perspective on Forg…Quality of Communication Experience: Definition, Measurement, and Implications for Intercultural Negotiations \n \n (2010)Quality of Communication Expe…Negotiation strategies in supply chain management (2008)Negotiation strategies in sup…Discourse strategies in professional e-mail negotiation: a case study (2008)Discourse strategies in profe…Are individuals' reputations related to their history of behavior? (2008)Are individuals' reputations …Defining conflict and making choices about its management (2006)Defining conflict and making …Deciding on the Mode of Negotiation: To Auction or Not to Auction Electronically (2004)Deciding on the Mode of Negot…Culture and Negotiation Strategy (2003)Culture and Negotiation Strat…An Analysis of the Integration of Strategic Sourcing and Negotiation Planning (2003)An Analysis of the Integratio…Tough guys finish last: the perils of a distributive reputation (2002)Tough guys finish last: the p…Demographic, cultural, and economic predictors of perceived ethicality of negotiation behavior (2002)Demographic, cultural, and ec…Negotiation behavior when cultures collide: The United States and Japan. (2001)Negotiation behavior when cul…Culture and Negotiation (2000)Culture and NegotiationAre All E-Commerce Negotiations Auctions? (2000)Are All E-Commerce Negotiatio…CURTAILING DECEPTION: THE IMPACT OF DIRECT QUESTIONS ON LIES AND OMISSIONS (1999)CURTAILING DECEPTION: THE IMP…Understanding Attitudes and Predicting Social Behavior (1980)Culture's Consequences: International Differences in Work-Related Values (1981)Cultures and Organizations: Software of the Mind. (1993)Social Conflict: Escalation, Stalemate, and Settlement (1987)DISTINGUISHING THE EFFECTS OF FUNCTIONAL AND DYSFUNCTIONAL CONFLICT ON STRATEGIC DECISION MAKING: RESOLVING A PARADOX FOR TOP MANAGEMENT TEAMS. (1996)Task versus relationship conflict, team performance, and team member satisfaction: A meta-analysis. (2003)The Role of Leadership in the Management of Conflict and Knowledge Sharing in the Research Groups of a Spanish Public University (2019)Tension in networks (2020)The Measurement of Meaning (1957)The Strength of Weak Ties (1973)Organizational Information Requirements, Media Richness and Structural Design (1986)THE SMART NEGOTIATOR: COGNITIVE ABILITY AND EMOTIONAL INTELLIGENCE IN NEGOTIATION (2004)When Do They Say Yes? An Analysis of the Willingness to Offer and Accept Mediation in Civil Wars (2008)Punishing female negotiators for asserting too much…or not enough: Exploring why advocacy moderates backlash against assertive female negotiators (2012)The Psychology of Preferences (1982)Getting to YES. Negotiating Agreement Without Giving In (1983)Mutually Dependent: Power, Trust, Affect and the Use of Deception in Negotiation (2008)How Implicit Beliefs Influence Trust Recovery (2010)Artful Paltering: The Risks and Rewards of Using Truthful Statements to Mislead Others (2014)Journal of Business Ethics (2017)Culture's Consequences: International Differences in Work-Related Values. (1983)Research in Organizational Behavior (1984)Harmony and Conflict: A Cross-Cultural Investigation in China and Australia (2010)Dignity, face, and honor cultures: A study of negotiation strategy and outcomes in three cultures (2016)The Bases of Social Power (1986)Choosing a bargaining strategy in EU negotiations: power, preferences, and culture (2010)Negotiation (2016)A BEHAVIORAL MODEL OF RATIONAL CHOICE (1955)The Discovery of Grounded Theory; Strategies for Qualitative Research (1968)Naturalistic inquiry (1985)Setting the stage for successful electronic reverse auctions (2004)Customer expectations in online auction environments: An exploratory study of customer feedback and risk (2006)Electronic reverse auction configuration and its impact on buyer price and supplier perceptions of opportunism: A laboratory experiment (2006)The Presentation of Self in Everyday Life. (1956)Culture and the Self: Implications for Cognition, Emotion, and Motivation (1991)How negotiators get to yes: Predicting the constellation of strategies used across cultures to negotiate conflict. (2001)Constructively Managing Conflicts in Organizations (2014)The Directness and Oppositional Intensity of Conflict Expression (2014)Economic Action and Social Structure: The Problem of Embeddedness (1985)Contextualizing person perception: Distributed social cognition. (2009)Not competent enough to know the difference? Gender stereotypes about women’s ease of being misled predict negotiator deception (2014)Intraclass correlations: Uses in assessing rater reliability. (1979)Comparative fit indexes in structural models. (1990)Alternative Ways of Assessing Model Fit (1992)Fit, misfit, and beyond fit: Relational metaphors and semantic fit in international joint ventures (2015)When can culturally diverse teams be more creative? The role of leaders' benevolent paternalism (2017)The relationship between cultural values, cultural intelligence and negotiation styles (2019)
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  • 2000Culture and Negotiation354 cited
  • 2001Negotiation behavior when cultures collide: The United States and Japan.339 cited
  • 2002Tough guys finish last: the perils of a distributive reputation243 cited
  • 1999CURTAILING DECEPTION: THE IMPACT OF DIRECT QUESTIONS ON LIES AND OMISSIONS207 cited
  • 2003Culture and Negotiation Strategy190 cited
  • 2008Are individuals' reputations related to their history of behavior?169 cited
  • 2010Quality of Communication Experience: Definition, Measurement, and Implications for Intercultural Negotiations \n \n138 cited
  • 2006Defining conflict and making choices about its management135 cited
  • 2002Demographic, cultural, and economic predictors of perceived ethicality of negotiation behavior118 cited
  • 2004Deciding on the Mode of Negotiation: To Auction or Not to Auction Electronically114 cited
  • 2017From data to decisions: Processing information, biases, and beliefs for improved management of natural resources and environments98 cited
  • 2008Discourse strategies in professional e-mail negotiation: a case study83 cited
  • 2016A Systems Perspective on Forgiveness in Organizations81 cited
  • 2003An Analysis of the Integration of Strategic Sourcing and Negotiation Planning

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69 cited
  • 2000Are All E-Commerce Negotiations Auctions?65 cited
  • 2008Negotiation strategies in supply chain management64 cited