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Paying a price: Culture, trust, and negotiation consequences.
11 references·5 citing·30 second hop
Paying a price: Culture, trust, and negotiation consequences. (2010)Paying a price: Culture, trust, and negot…The Blackwell Handbook of Cross‐Cultural Management (2017)The Blackwell Handbook of Cro…Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions across Cultural Boundaries (2002)Negotiating Globally: How to …Human values and beliefs: a cross-cultural sourcebook: political, religious, sexual, and economic norms in 43 societies: findings from the 1990-1993 world values survey (1998)Human values and beliefs: a c…Chinese Business Negotiating Style (1998)Chinese Business Negotiating …Trust: The Social Virtues and the Creation of Prosperity (1996)Trust: The Social Virtues and…Trust in Organizations: Frontiers of Theory and Research (1996)Trust in Organizations: Front…Getting to Yes: Negotiating Agreement Without Giving in (1987)Getting to Yes: Negotiating A…Research in Organizational Behavior: An Annual Series of Analytical Essays and Critical Reviews (1985)Research in Organizational Be…The Art and Science of Negotiation. (1984)The Art and Science of Negoti…The resolution of conflict;: Constructive and destructive processes (1973)The resolution of conflict;: …A Behavioral Theory of Labor Negotiations. (1966)A Behavioral Theory of Labor …Damned if she does, damned if she doesn’t: The interactive effects of gender and agreeableness on performance evaluation (2022)Damned if she does, damned if…Tightness–looseness: A new framework to understand consumer behavior (2017)Tightness–looseness: A new fr…Negotiation (2016)NegotiationDignity, face, and honor cultures: A study of negotiation strategy and outcomes in three cultures (2016)Dignity, face, and honor cult…Leading across cultures in the human age: an empirical investigation of intercultural competency among global leaders (2014)Leading across cultures in th…Judgment under Uncertainty: Heuristics and Biases (1975)Stress, social support, and the buffering hypothesis. (1985)Leadership and Performance beyond Expectations (1987)Ethnic Diversity and Economic Performance (2005)On the nature and importance of cultural tightness-looseness. (2006)Hedonic tone and activation level in the mood-creativity link: Toward a dual pathway to creativity model. (2008)The Argumentative Turn in Policy Analysis and Planning (1993)What to do when Stakeholders matter (2004)Varieties of Participation in Complex Governance (2006)Affect from the top down: How powerful individuals' positive affect shapes negotiations (2004)Organizational Social Capital and Employment Practices (1999)A Relational View of Information Seeking and Learning in Social Networks (2003)The Strength of Weak Ties You Can Trust: The Mediating Role of Trust in Effective Knowledge Transfer (2004)CURRENT RESEARCH IN SOCIAL PSYCHOLOGY (1996)Influence of social motives on integrative negotiation: A meta-analytic review and test of two theories. (2000)Public Deliberation in an Age of Direct Citizen Participation (2004)Does Social Capital Have an Economic Payoff? A Cross-Country Investigation (1997)Does Culture Affect Economic Outcomes? (2006)Culture and Institutions (2015)Diplomacy and domestic politics: the logic of two-level games (1988)Taking Preferences Seriously: A Liberal Theory of International Politics (1997)An Integrative Framework for Collaborative Governance (2011)Development of integrative solutions in bilateral negotiation. (1975)The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation (1986)First offers as anchors: The role of perspective-taking and negotiator focus. (2001)Negotiating with the Chinese: a socio-cultural analysis (2001)Gift Giving, Guanxi and Illicit Payments in Buyer–Supplier Relations in China: Analysing the Experience of UK Companies (2005)Towards an Institution-Based View of Business Strategy (2002)Foreign Investment Strategies and Sub‐national Institutions in Emerging Markets: Evidence from Vietnam* (2005)1 Constitutional Amendments: “Materializing” Organizational Communication (2009)
this work references cited by second hop

References

  • 1996Trust: The Social Virtues and the Creation of Prosperity10,500 cited
  • 1987Getting to Yes: Negotiating Agreement Without Giving in3,765 cited
  • 1996Trust in Organizations: Frontiers of Theory and Research2,782 cited
  • 1984The Art and Science of Negotiation.2,453 cited
  • 1973The resolution of conflict;: Constructive and destructive processes1,438 cited
  • 1985Research in Organizational Behavior: An Annual Series of Analytical Essays and Critical Reviews949 cited
  • 1966A Behavioral Theory of Labor Negotiations.360 cited
  • 1998Chinese Business Negotiating Style248 cited
  • 2017The Blackwell Handbook of Cross‐Cultural Management241 cited
  • 2002Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions across Cultural Boundaries221 cited
  • 1998Human values and beliefs: a cross-cultural sourcebook: political, religious, sexual, and economic norms in 43 societies: findings from the 1990-1993 world values survey192 cited

Cited by

  • 2016Dignity, face, and honor cultures: A study of negotiation strategy and outcomes in three cultures169 cited
  • 2016Negotiation139 cited
  • 2017Tightness–looseness: A new framework to understand consumer behavior75 cited

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2022
Damned if she does, damned if she doesn’t: The interactive effects of gender and agreeableness on performance evaluation
24 cited
  • 2014Leading across cultures in the human age: an empirical investigation of intercultural competency among global leaders15 cited