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• 2008It takes two to tango: An interdependence analysis of the spiraling of perceived trustworthiness and cooperation in interpersonal and intergroup relationships264 cited
• 2013Interpersonal Trust within Negotiations: Meta-Analytic Evidence, Critical Contingencies, and Directions for Future Research250 cited
• 1998Ten Ways that Culture Affects Negotiating Style: Some Survey Results197 cited
• 2008Lying and Smiling: Informational and Emotional Deception in Negotiation128 cited
• 2011Negotiating the Gender Divide125 cited
• 2012When to Use Your Head and When to Use Your Heart112 cited
• 1999The effects of proportional representation and gender orientation of the task on emergent leadership behavior in mixed-gender work groups.105 cited
• 2005Conflict Frames and the Use of Deception: Are Competitive Negotiators Less Ethical?1102 cited
• 2003From self-prediction to self-defeat: Behavioral forecasting, self-fulfilling prophecies, and the effect of competitive expectations.101 cited
• 2005Negotiator confidence: The impact of self-efficacy on tactics and outcomes97 cited
• 2003Formal and Informal Interpersonal Power in Organisations: Testing a Bifactorial Model of Power in Role‐sets93 cited
• 1990An Introduction to Group Decision and Negotiation Support79 cited
• 2023Collaborating on the Edge of Failure: Frame Alignment across Multiple Interaction Arenas in Multi-Stakeholder Partnerships