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IACM 2002 Salt Lake City Meetings (Archive)
35,244 Total downloads | Link to this page

Showing Papers 1 - 50 of 58
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The Interpersonal Effects of Anger and Happiness on Negotiation Behavior and Outcomes
Journal of Personality and Social Psychology, Forthcoming
Gerben A. van Kleef , Carsten K. W. De Dreu and Antony S. R. Manstead
University of Amsterdam - Department of Psychology , University of Amsterdam - Department of Psychology and University of Amsterdam - Department of Psychology
Date Posted: July 24, 2003
Accepted Paper Series

Incl. Electronic Paper The Interpersonal Effects of Anger and Happiness on Negotiation Behavior and Outcomes
IACM 15th Annual Conference
 Gerben A. van Kleef , Carsten K. W. De Dreu and Antony S. R. Manstead
University of Amsterdam - Department of Psychology , University of Amsterdam - Department of Psychology and University of Amsterdam - Department of Psychology
Date Posted: July 23, 2003
Working Paper Series
960 downloads

Incl. Electronic Paper A 3-D View of Negotiation Theory and Practice: Keynote Address Presentation Slides from the IACM 15th Annual Conference, June 2002
IACM 15th Annual Conference
 James K. Sebenius
HBS Negotiations, Organizations and Markets Unit
Date Posted: July 01, 2002
Working Paper Series
1042 downloads

Incl. Electronic Paper The Role of the European Union as a Third Party in Resolution of External Conflicts: The Case of the Cyprus Problem
IACM 15th Annual Conference
 Ahmet Sozen
affiliation not provided to SSRN
Date Posted: June 01, 2002
Working Paper Series
412 downloads

Incl. Electronic Paper Negotiating in Different Cultures: are Western Personality Dimensions Relevant in Chinese Culture?
IACM 15th Annual Conference
 Leigh Anne Liu , Ray Friedman and Shu-Cheng Chi
Georgia State University - J. Mack Robinson College of Business , Vanderbilt University - Organizational Behavior and National Taiwan University - Department of Business Administration
Date Posted: April 15, 2002
Working Paper Series
1465 downloads

Incl. Electronic Paper Expanding Our Models of Justice in Dispute Resolution: A Field Test of the Contribution of Interactional Justice
IACM 15th Annual Conference
 Tina Nabatchi and Lisa Blomgren Bingham
Indiana University Bloomington - School of Public & Environmental Affairs (SPEA) and Indiana University Bloomington - School of Public & Environmental Affairs (SPEA)
Date Posted: April 15, 2002
Working Paper Series
325 downloads

Incl. Electronic Paper Exploring the Range of Unethical Bargaining Tactics Across Cultures: A Sino-Australian Study
IACM 15th Annual Conference
 Anne L. Lytle and Cheryl Rivers
Melbourne Business School - University of Melbourne and Queensland University of Technology - School of International Business
Date Posted: April 15, 2002
Working Paper Series
559 downloads

Incl. Electronic Paper From Thinking About What Might Have Been to Sharing What We Know: The Role of Counterfactual Mind-Sets in Information Sharing in Groups
IACM 15th Annual Conference
 Adam D. Galinsky and Laura Kray
Northwestern University - Kellogg School of Management and University of California, Berkeley - Organizational Behavior & Industrial Relations Group
Date Posted: April 15, 2002
Working Paper Series
207 downloads

Incl. Electronic Paper Persistence and Visibility of Group Faultlines: A Theoretical Model of the Effect of Group Culture and Team Identity on the Group Faultlines-Organizational Conflict Link
IACM 15th Annual Conference
 Katerina Bezrukova , Karen A. Jehn and Madhan Gounder
University of Pennsylvania - The Wharton School , Leiden University - Social and Organizational Psychology and University of Pennsylvania - The Wharton School
Date Posted: April 15, 2002
Working Paper Series
466 downloads

Propensity to Initiate Negotiations: A New Look at Gender Variation in Negotiation Behavior
IACM 15th Annual Conference
 Linda Babcock , Michele Joy Gelfand , Deborah Small and Heidi Stayn
Carnegie Mellon University - H. John Heinz III School of Public Policy and Management , University of Maryland , Carnegie Mellon University - Department of Psychology and Carnegie Mellon University - Department of Social and Decision Sciences
Date Posted: April 15, 2002
Working Paper Series

Incl. Electronic Paper Self-Reflection as a Process for Understanding One's Contribution to the Root Causes of Terrorism
IACM 15th Annual Conference
 Karen Morton
Independent
Date Posted: April 15, 2002
Working Paper Series
226 downloads

Incl. Electronic Paper The Effects of Cross-Level Conflict: The Moderating Effects of Conflict Culture on the Group Faultlines - Performance Link
IACM 15th Annual Conference
 Katerina Bezrukova and Karen A. Jehn
University of Pennsylvania - The Wharton School and Leiden University - Social and Organizational Psychology
Date Posted: April 15, 2002
Working Paper Series
427 downloads

Incl. Electronic Paper Updating Negotiation Teaching Through the Use of Multimedia Tools
IACM 15th Annual Conference
 Alain Lempereur
Brandeis University
Date Posted: April 15, 2002
Working Paper Series
493 downloads

Incl. Electronic Paper Effects of External and Internal Competition on Group Problem Solving Processes and Outcomes
IACM 15th Annual Conference
 Harrie van Tuijl
Eindhoven University of Technology (TUE) - Faculty of Technology Management
Date Posted: April 05, 2002
Working Paper Series
152 downloads

Incl. Electronic Paper Mediation in Peacekeeping Missions
IACM 15th Annual Conference
 James A. Wall Jr. and Daniel Druckman
University of Missouri at Columbia and George Mason University - Department of Public & International Affairs
Date Posted: April 05, 2002
Working Paper Series
258 downloads

Incl. Electronic Paper Orality and Conflict Management
IACM 15th Annual Conference
 Cees M.J. van Woerkum
Wageningen University and Research Center (WUR) - Communication and Innovation Studies Group
Date Posted: April 05, 2002
Working Paper Series
160 downloads

Incl. Electronic Paper Social Comparison-Based Thoughts and Their Associations with Group Processes and Outcomes
IACM 15th Annual Conference
 Aukje Nauta , Eric Molleman and Bram P. Buunk
University of Groningen - Faculty of Economics and Business , University of Groningen - Faculty of Economics and Business and University of Groningen - Department of Social and Organizational Psychology
Date Posted: April 05, 2002
Working Paper Series
96 downloads

Incl. Electronic Paper Successful Conflict Resolution Between Peacekeepers and NGOs: The Role of Training and Preparation in International Peacekeeping in Bosnia
IACM 15th Annual Conference
 Lakshmi Ramarajan , Katerina Bezrukova , Karen A. Jehn , Martin Euwema and Nicolien Kop
Harvard Business School , University of Pennsylvania - The Wharton School , Leiden University - Social and Organizational Psychology , University of Utrecht - Department of Social and Organizational Psychology and Police Academy of the Netherlands
Date Posted: April 05, 2002
Working Paper Series
551 downloads

Incl. Electronic Paper Suck It Up, Let It Out or Negotiate? An Analysis of College Students' Conflict Management Strategies
 Sheryl A. Youngblood and Michael Cioce
affiliation not provided to SSRN and Marywood University - Department of Psychology
Date Posted: April 05, 2002
Working Paper Series
297 downloads

Incl. Electronic Paper Too Much of a Good Thing? The Effects of Complex Configurations of Status on Experts' Participation and Influence within Groups
IACM 15th Annual Conference
 Ethan R. Burris and Melissa C. Thomas-Hunt
University of Texas at Austin - Red McCombs School of Business and Cornell University - Samuel Curtis Johnson Graduate School of Management
Date Posted: April 05, 2002
Working Paper Series
110 downloads

Incl. Electronic Paper A Different Way to "Get Even" After Unjust Terminations: Remedies, Not Retaliations as a Means to Restore Organizational Justice
IACM 15th Annual Conference
 Barry M. Goldman , Laura Kray and Jochen M. Reb
University of Arizona - Eller College of Management , University of California, Berkeley - Organizational Behavior & Industrial Relations Group and affiliation not provided to SSRN
Date Posted: March 29, 2002
Working Paper Series
186 downloads

Incl. Electronic Paper Best Foot Forward or Waiting Game: First Mover Effects in a Distributive Negotiation
IACM 15th Annual Conference
 John M. Oesch and Glen Whyte
University of Toronto - Rotman School of Management and University of Toronto - Rotman School of Management
Date Posted: March 29, 2002
Working Paper Series
443 downloads

Incl. Electronic Paper Caught Telling the Truth: Effects of Honesty and Communication Media in Distributive Negotiations
IACM 15th Annual Conference
 Paul W. Paese , Ann Marie Schreiber and Adam W. Taylor
University of Missouri at Saint Louis - Department of Psychology , affiliation not provided to SSRN and University of Missouri at Saint Louis - Department of Psychology
Date Posted: March 29, 2002
Working Paper Series
294 downloads

Incl. Electronic Paper Characteristics of Skilled Negotiators: An Empirical Study
IACM 15th Annual Conference
 Filipe Azevedo Sobral and Fernando Manuel Pereira de Oliveira Carvalho
University of Coimbra - Faculty of Economics and Universidade de Coimbra - Faculty of Economics
Date Posted: March 29, 2002
Working Paper Series
716 downloads

Incl. Electronic Paper Conflict Management in Scandinavia
IACM 15th Annual Conference
 Jette Schramm-Nielsen
Copenhagen Business School, Department of Intercultural Communication and Management
Date Posted: March 29, 2002
Working Paper Series
412 downloads

Incl. Electronic Paper Gender as a Situational Phenomenon in Negotiation
IACM 15th Annual Conference; and KSG Working Paper No. RWP02-037
 Hannah C. Riley and Linda Babcock
Harvard University - Harvard Kennedy School (HKS) and Carnegie Mellon University - H. John Heinz III School of Public Policy and Management
Date Posted: March 29, 2002
Working Paper Series
990 downloads

Incl. Electronic Paper Gender Stereotype Activation and Power in Mixed-Gender Negotiations
IACM 15th Annual Conference
 Laura Kray , Jochen M. Reb , Adam D. Galinsky and Leigh Thompson
University of California, Berkeley - Organizational Behavior & Industrial Relations Group , affiliation not provided to SSRN , Northwestern University - Kellogg School of Management and Northwestern University - Kellogg School of Management
Date Posted: March 29, 2002
Working Paper Series
800 downloads

Incl. Electronic Paper Interpersonal Conflict and Relational Models Theory: A Structural Approach to Injustice
IACM 15th Annual Conference
 Barton Poulson
Utah Valley University
Date Posted: March 29, 2002
Working Paper Series
289 downloads

Incl. Electronic Paper Problems are Opportunities in Working Clothes: Exploring the Process of One-to-one Dispute Resolution in the Workplace
IACM 15th Annual Conference
 Fodhla McGrane and John Wilson
University of Ulster at Jordanstown - School of Communication and University of Ulster at Jordanstown - School of Communication
Date Posted: March 29, 2002
Working Paper Series
217 downloads

Incl. Electronic Paper Self-Protection or Moral Outrage: Reasons Underlying Lying and Deception in Competitive Interaction
IACM 15th Annual Conference
 Wolfgang Steinel and Carsten K. W. De Dreu
Leiden University - Social and Organizational Psychology and University of Amsterdam - Department of Psychology
Date Posted: March 29, 2002
Working Paper Series
177 downloads

Incl. Electronic Paper Spirals of Trust: Identifying the Factors that Shape and Sustain Trust in Negotiation
IACM 15th Annual Conference
 Mara Olekalns , Feyona Lau and Philip Smith
Melbourne Business School , University of Melbourne - Department of Psychology and University of Melbourne - Department of Psychology
Date Posted: March 29, 2002
Working Paper Series
750 downloads

Incl. Electronic Paper The Effect of Culture and Power on Cooperation in Commons Dilemmas: Implications for Global Resource Management
IACM 15th Annual Conference Paper, Organizational Behavior and Human Decision Processes (OBHDP), Forthcoming, Ross School of Business Paper No. 1072
 Shirli Kopelman
University of Michigan - Stephen M. Ross School of Business
Date Posted: March 29, 2002
Last Revised: June 24, 2008
Accepted Paper Series
318 downloads

Incl. Electronic Paper Thinking Deep and Feeling Good: Cognitive Motivation and Positive Affect in Negotiations
IACM 15th Annual Conference
 Vidar Schei , Jørn Kjell Rognes and Solfrid Mykland Falkgard
Norwegian School of Economics (NHH) - Department of Strategy and Management , Norwegian School of Economics (NHH) - Department of Strategy and Management and Norwegian School of Economics (NHH) - Department of Strategy and Management
Date Posted: March 29, 2002
Working Paper Series
518 downloads

Incl. Electronic Paper Types of Conflict and Personal and Organizational Consequences
IACM 15th Annual Conference
 Inmaculada Fernández Jiménez de Cisneros , Miguel Á. Dorado , Ines Martinez , Francisco J. Medina and Lourdes Munduate Jaca
University of Seville - Department of Social Psychology , University of Seville - Department of Social Psychology , University of Seville - Department of Social Psychology , University of Seville - Department of Social Psychology and University of Seville - Department of Social Psychology
Date Posted: March 29, 2002
Working Paper Series
1308 downloads

Incl. Electronic Paper A Multi-faceted Approach to Process Conflict
IACM 15th Annual Conference
 Kristin M. Jackson , Elizabeth A. Mannix , Randall S. Peterson and William M. K. Trochim
affiliation not provided to SSRN , Cornell University - Samuel Curtis Johnson Graduate School of Management , London Business School and Cornell University, Department of Policy Analysis and Management (PAM)
Date Posted: March 25, 2002
Working Paper Series
693 downloads

Incl. Electronic Paper A Systems Approach to Mediation: How to Diagram Family and Commercial Disputes
IACM 15th Annual Conference
 Paul L. Warren
Mediation & Arbitration Services of Virginia, LLC - Norfolk Office
Date Posted: March 25, 2002
Working Paper Series
606 downloads

Incl. Electronic Paper Inside the Black Box: Developing the Process of Conflict Diplomacy
IACM 15th Annual Conference
 Gregory D. Hoobler
Michigan State University - Department of Communication
Date Posted: March 25, 2002
Working Paper Series
231 downloads

Incl. Electronic Paper Neither Strategic nor Selfish: Individualistic Negotiators and Their Behavior Over Time
IACM 15th Annual Conference
 Mary (Molly) C. Kern , Jeanne M. Brett and Laurie R. Weingart
Baruch College , Northwestern University - Kellogg School of Management and Carnegie Mellon University - David A. Tepper School of Business
Date Posted: March 25, 2002
Working Paper Series
275 downloads

The Effects of Negotiator Confidence on Integrative Bargaining: Bandura at the Negotiation Table
IACM 15th Annual Conference
 Edward Eli Kass
University of San Francisco
Date Posted: March 25, 2002
Working Paper Series

Incl. Electronic Paper The Excluded Player's Payoff in Coalition Formation
IACM 15th Annual Conference
 Ilja van Beest , Henk Wilke and Erik van Dijk
University of Amsterdam (UVA), Faculty of Social and Behavioral Sciences - Communication Science Department , University of Leiden, Department of Psychology and affiliation not provided to SSRN
Date Posted: March 25, 2002
Working Paper Series
90 downloads

Incl. Electronic Paper E-Mail Escalation: Dispute Exacerbating Elements of Electronic Communication
IACM 15th Annual Conference
 Ray Friedman and Steven C. Currall
Vanderbilt University - Organizational Behavior and University College London - Faculty of Engineering Sciences
Date Posted: March 22, 2002
Working Paper Series
589 downloads

Incl. Electronic Paper Demographic Differences and Perceptions of Performance Appraisal Practices
IACM 15th Annual Conference
 Deanna Geddes and Alison M. Konrad
affiliation not provided to SSRN and University of Western Ontario - Richard Ivey School of Business
Date Posted: March 22, 2002
Working Paper Series
798 downloads

Incl. Electronic Paper Direct and Representative Negotiation: A Principal-Agent Authority Continuum
IACM 15th Annual Conference
 Neil E. Fassina
University of Toronto - Rotman School of Management
Date Posted: March 22, 2002
Working Paper Series
390 downloads

Incl. Electronic Paper Disconnecting Outcomes and Evaluations: The Role of Negotiator Reference Points
IACM 15th Annual Conference
 Adam D. Galinsky , Thomas Mussweiler and Victoria Husted Medvec
Northwestern University - Kellogg School of Management , University of Wuerzburg, Department of Psychology and Northwestern University - Kellogg School of Management
Date Posted: March 22, 2002
Working Paper Series
440 downloads

Incl. Electronic Paper Mediation as Persuasion: Central Route Attribution Change as a Conflict Resolution Technique
IACM 15th Annual Conference
 Debra A. Gilin and Paul W. Paese
Evaluation Management Training Group (EMT) - EMT Associates, Midwest Office and University of Missouri at Saint Louis - Department of Psychology
Date Posted: March 22, 2002
Working Paper Series
327 downloads

Incl. Electronic Paper Understanding of Political Conflict and Strategies of its Resolution: The Role of Need for Cognitive Closure and a Group Norm
IACM 15th Annual Conference
 Agnieszka Golec
Polish Academy of Sciences, Warsaw School of Advanced Social Psychology
Date Posted: March 22, 2002
Working Paper Series
150 downloads

Incl. Electronic Paper Explaining the Chinese Preference for Conflict Avoiding: an Exploration of Five Alternative Models
IACM 15th Annual Conference
 Ray Friedman and Shu-Cheng Chi
Vanderbilt University - Organizational Behavior and National Taiwan University - Department of Business Administration
Date Posted: March 20, 2002
Working Paper Series
465 downloads

Incl. Electronic Paper Approaching Negotiation as Art: Some Striking Results of Students Negotiating in the Real World
IACM 15th Annual Conference
 Deepak K. Malhotra
Harvard Business School - Negotiation, Organizations & Markets Unit
Date Posted: March 20, 2002
Working Paper Series
724 downloads

Incl. Electronic Paper Are there Ideal Configurations of Organizational Groups? A Theoretical Proposal Using Design Characteristics and Conflict Types as Dimensions
IACM 15th Annual Conference
 Maria Isabel Delgado Pina
Universidad Complutense de Madrid, Departamento de Organizacion de Empresas-Facultad de Ciencias Economicas y Empresariales
Date Posted: March 20, 2002
Working Paper Series
210 downloads

Incl. Electronic Paper Does Mutual Gains Bargaining Affect Negotiator's Power?: Practitioners' Perceptions of the Affect of Mutual Gains Bargaining on Their Power in Labor/Management Negotiations
IACM 15th Annual Conference
 Terry Conry and Claudia L. Hale
Ohio University, School of Interpersonal Communication and Ohio University, Department of Interpersonal Communication
Date Posted: March 20, 2002
Working Paper Series
266 downloads


 

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