Communication Sequences in Negotiation

OpenURL

Emergent Negotiations: Stability and Shifts in Process Dynamics (with Laurie Weingart), Negotiation and Conflict Management Research (2008)
Negotiation is a dynamic process in which negotiators change their strategies in response to each...
 

Communication and conflict (with Linda Putnam and Laurie Weingart), Conflict in Organizations (2007)
Communication is central to the experience and management of conflict. It is through communication that...
 

OpenURL

Conflicting Social Motives in Negotiating Groups (with Laurie Weingart, Jeanne M. Brett, and Philip L. Smith), Journal of Personality and Social Psychology (2007)
Negotiators’ social motives (cooperative versus individualistic) influence their strategic behaviors. This study used multi-level modeling...
 

Deception

OpenURL

Mutually Dependent: Power, Trust, Affect And The Use Of Deception In Negotiation (with Philip L. Smith), Journal of Business Ethics (2009)
Using a simulated two-party negotiation, we examined how trustworthiness and power balance affected deception. To...
 

OpenURL

Loose With The Truth: Predicting Deception In Negotiation (with Philip L. Smith), Journal of Business Ethics (2007)
Using a simulated, two-party negotiation, we examined how characteristics of the actor, target, and situation...
 

Emotion in Negotiation

OpenURL

Emotion in Negotiation: Introduction to Special Issue (with Dan Druckman), Group Decision & Negotiation (2008)
This paper is the introduction to a Special Issue of Group Decision and Negotiation, focusing...
 

Gender Stereotypes and Negotiation Strategies

PDF

Competent and Likeable? Protecting and Promoting Women’s Likeability in Employment Negotiations (with Carol Kulik) (2009)
Professional women earn less than their male counterparts and this salary gap largely results from...
 

PDF

Sugar ‘n’ Spice and All Things Nice: Gender and Strategy Choices in Negotiation (with Carol Kulik) (2009)
In this chapter we examine how social stereotypes affect the perception of women who strive...
 

Negotiators' Cognition

OpenURL

Cognitive representations of negotiation (with Philip L. Smith), Australian Journal of Management (2005)
Using a bilateral negotiation, we examined the relationship between motivational orientation, cognitive maps and negotiators’...
 

Tools for Analysing Negotiators' Communication

Markov chain analyses of communication processes in negotiation (with Philip L. Smith and Laurie Weingart), Methods of Negotiation Research (2006)
Markov chain analysis provides a way to investigate how the communication processes in dyadic negotiations...
 

OpenURL

Markov chain analyses of communication processes in negotiation (with Philip L. Smith and Laurie Weingart), International Negotiation (2005)
Markov chain analysis provides a way to investigate how the communication processes in dyadic negotiations...
 

OpenURL

Quantitative coding negotiation processes (with Laurie Weingart and Philip Smith), International Negotiation (2005)
The examination of negotiation processes is seen by many researchers as an insurmountable task largely...
 

Trust in Negotiation

PDF

MindSets: Sensemaking and Transition in Negotiation (with Philip L. Smith) (2009)
A negotiation’s opening moments are characterized by high levels of uncertainty. During this phase, individuals...
 

OpenURL

Resolving The Empty Core: Trust As A Determinant Of Outcomes In Three-Party Negotiations (with Feyona Lau and Philip L. Smith), Group Decision and Negotiation (2007)
This research examined how trust affected resource allocation in a 3-party negotiation. Negotiators were presented...
 

PDF

The Relational Foundations Of Strategic Choice In Negotiation (with Philip Smith), International Association of Conflict Management Conference (2007)
Representing negotiations as social exchanges highlights negotiators’ implicit obligations to honor exchanges and the risk...
 

Turning Points in Negotiation

OpenURL

Interpretive filters: Social cognition and the impact of turning points in negotiation (with Dan Druckman and Philip L. Smith), Negotiation Journal (2009)

A number of studies have shown that certain events that occur during a negotiation can...

 

OpenURL

Moments in Time: Metacognition, Trust and Outcomes in Negotiation (with Philip L. Smith), Personality and Social Psychology Bulletin (2005)
This research tested the relationships between turning points, cognitive and affective trust, and negotiation outcomes....