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The Manager as Negotiator
0 references·16 citing·56 second hopsampled
The Manager as Negotiator (1987)The Manager as NegotiatorThe Timing of Peace Initiatives:Hurting Stalemates and Ripe Moments (2008)The Timing of Peace Initiativ…Bargaining Power in the European Council* (2008)Bargaining Power in the Europ…Thin slices of negotiation: Predicting outcomes from conversational dynamics within the first 5 minutes. (2007)Thin slices of negotiation: P…Reading your Counterpart: The Benefit of Emotion Recognition Accuracy for Effectiveness in Negotiation (2007)Reading your Counterpart: The…Chameleons bake bigger pies and take bigger pieces: Strategic behavioral mimicry facilitates negotiation outcomes (2007)Chameleons bake bigger pies a…The Effect of Implicit Person Theory on Performance Appraisals. (2005)The Effect of Implicit Person…`Agon'izing Over Consensus: Why Habermasian Ideals cannot be `Real' (2003)`Agon'izing Over Consensus: W…Blackwell Handbook of Social Psychology: Group Process (2002)Blackwell Handbook of Social …How Emotions Work: The Social Functions of Emotional Expression in Negotiations (2000)How Emotions Work: The Social…Friends in High Places: The Effects of Social Networks on Discrimination in Salary Negotiations (2000)Friends in High Places: The E…Extending and testing a five factor model of ethical and unethical bargaining tactics: introducing the SINS scale (2000)Extending and testing a five …Analogical encoding facilitates knowledge transfer in negotiation (1999)Analogical encoding facilitat…INTER- AND INTRACULTURAL NEGOTIATION: U.S. AND JAPANESE NEGOTIATORS. (1998)INTER- AND INTRACULTURAL NEGO…Bargainer characteristics in distributive and integrative negotiation. (1998)Bargainer characteristics in …The Influence of Anger and Compassion on Negotiation Performance (1997)The Influence of Anger and Co…Models of conflict, negotiation and third party intervention: A review and synthesis (1992)Models of conflict, negotiati…Judgment under Uncertainty: Heuristics and Biases (1974)Development and validation of brief measures of positive and negative affect: The PANAS scales. (1988)Development and validation of brief measures of positive and negative affect: The PANAS scales. (1988)Rapport in Conflict Resolution: Accounting for How Face-to-Face Contact Fosters Mutual Cooperation in Mixed-Motive Conflicts (2000)Power and emotion in negotiation: power moderates the interpersonal effects of anger and happiness on concession making (2006)Emotion cycles: On the social influence of emotion in organizations (2008)The Evolution of Cooperation (1981)Comparative fit indexes in structural models. (1990)Emotion And Adaptation (1991)Motivational Bases Of Information Processing and Strategy in Conflict and Negotiation (2003)Negotiating Relationally: The Dynamics of the Relational Self in Negotiations (2006)Can Nervous Nelly negotiate? How anxiety causes negotiators to make low first offers, exit early, and earn less profit (2011)An Inquiry into the Nature and Causes of the Wealth of Nations (1776)Handbook of Industrial and Organizational Psychology. 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(1993)Interpersonal Trust within Negotiations: Meta-Analytic Evidence, Critical Contingencies, and Directions for Future Research (2013)Dignity, face, and honor cultures: A study of negotiation strategy and outcomes in three cultures (2016)Polluted Morality: Air Pollution Predicts Criminal Activity and Unethical Behavior (2018)Culture's Consequences: International Differences in Work-Related Values. (1983)Getting to Yes: Negotiating Agreement Without Giving in (1987)Culture and the Self: Implications for Cognition, Emotion, and Motivation (1991)Culture and Negotiation (2000)Negotiation behavior when cultures collide: The United States and Japan. (2001)The culturally intelligent negotiator: The impact of cultural intelligence (CQ) on negotiation sequences and outcomes (2010)Nature of Prejudice (1954)The Market for "Lemons": Quality Uncertainty and the Market Mechanism (1970)Research in Organizational Behavior (1984)Getting to Know You: The Influence of Personality on Impressions and Performance of Demographically Different People in Organizations (2001)Negotiation (2009)Cognitive social structures in social network research: A review (2013)Personality: A Psychological Interpretation (1938)Power-Dependence Relations (1962)The chameleon effect: The perception–behavior link and social interaction. (1999)A Reciprocal Influence Model of Social Power: Emerging Principles and Lines of Inquiry (2008)Linguistic Style Matching and Negotiation Outcome (2008)Relational accommodation in negotiation: Effects of egalitarianism and gender on economic efficiency and relational capital (2008)The Strategy of Conflict (1960)Foundations of Behavioral Research (1974)THE BIG FIVE PERSONALITY DIMENSIONS AND JOB PERFORMANCE: A META‐ANALYSIS (1991)Research in Organizational Behavior. (1986)Statistical Methods for Meta-Analysis (1988)An argument for basic emotions (1992)Give a person power and he or she will show interpersonal sensitivity: The phenomenon and its why and when. (2009)Emotional Intelligence in Marketing Exchanges (2010)Social power facilitates the effect of prosocial orientation on empathic accuracy. (2011)
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  • 1998INTER- AND INTRACULTURAL NEGOTIATION: U.S. AND JAPANESE NEGOTIATORS.459 cited
  • 2000How Emotions Work: The Social Functions of Emotional Expression in Negotiations448 cited
  • 1997The Influence of Anger and Compassion on Negotiation Performance428 cited
  • 1998Bargainer characteristics in distributive and integrative negotiation.404 cited
  • 2003`Agon'izing Over Consensus: Why Habermasian Ideals cannot be `Real'373 cited
  • 1992Models of conflict, negotiation and third party intervention: A review and synthesis326 cited
  • 2007Thin slices of negotiation: Predicting outcomes from conversational dynamics within the first 5 minutes.309 cited
  • 2000Extending and testing a five factor model of ethical and unethical bargaining tactics: introducing the SINS scale308 cited
  • 2007Reading your Counterpart: The Benefit of Emotion Recognition Accuracy for Effectiveness in Negotiation308 cited
  • 2000Friends in High Places: The Effects of Social Networks on Discrimination in Salary Negotiations303 cited
  • 2008The Timing of Peace Initiatives:Hurting Stalemates and Ripe Moments297 cited
  • 2002Blackwell Handbook of Social Psychology: Group Process294 cited
  • 1999Analogical encoding facilitates knowledge transfer in negotiation293 cited

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2005
The Effect of Implicit Person Theory on Performance Appraisals.
293 cited
  • 2007Chameleons bake bigger pies and take bigger pieces: Strategic behavioral mimicry facilitates negotiation outcomes255 cited
  • 2008Bargaining Power in the European Council*252 cited