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The Handbook of negotiation and culture
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The importance of belongingness in responding and attending to procedures (2005)Why do people care about proc…Emotion And Adaptation (1991)Not So Different After All: A Cross-Discipline View Of Trust (1998)How the Grapevine Keeps You in Line (2011)Emotional influence at work: Take it EASI (2012)Handbook of Social Psychology (2013)The consequences of faking anger in negotiations (2013)An experimental analysis of ultimatum bargaining (1982)Getting to Yes: Negotiating Agreement Without Giving in (1987)Passions within reason: the strategic role of the emotions (1989)Beyond negotiated outcomes: The hidden costs of anger expression in dyadic negotiation (2012)The Presentation of Self in Everyday Life. (1956)Culture and the Self: Implications for Cognition, Emotion, and Motivation (1991)Supply Chain Psychological Contract Breach: An Experimental Study across National Cultures (2015)A Systems Perspective on Forgiveness in Organizations (2016)How Can It Be Made Right Again? 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  • 2010The culturally intelligent negotiator: The impact of cultural intelligence (CQ) on negotiation sequences and outcomes378 cited
  • 2006Negotiating Relationally: The Dynamics of the Relational Self in Negotiations298 cited
  • 2006Motivated information processing, strategic choice, and the quality of negotiated agreement.270 cited
  • 2009Repairing relationship conflict: how Violation types and culture influence The effectiveness of restoration Rituals237 cited
  • 2006Supplication and appeasement in conflict and negotiation: The interpersonal effects of disappointment, worry, guilt, and regret.227 cited
  • 2008A social functional approach to emotions in bargaining: When communicating anger pays and when it backfires.216 cited
  • 2016Dignity, face, and honor cultures: A study of negotiation strategy and outcomes in three cultures169 cited
  • 2007Culture-contingent signs of trust in emergent relationships161 cited
  • 2006Tension and trust in international business negotiations: American executives negotiating with Chinese executives153 cited
  • 2020Conflict stress and reduced well-being at work: The buffering effect of third-party help149 cited
  • 2021The future of buyer–seller interactions: a conceptual framework and research agenda148 cited
  • 2008Procedural Justice in Negotiation: Procedural Fairness, Outcome Acceptance, and Integrative Potential142 cited

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2005
Why do people care about procedural fairness? The importance of belongingness in responding and attending to procedures
141 cited
  • 2010Social Conflict: The Emergence and Consequences of Struggle and Negotiation141 cited
  • 2006Are you talking to me?! Separating the people from the problem when expressing emotions in negotiation140 cited
  • 2015Emotions and the communication of intentions in face-to-face diplomacy139 cited