1.
Economics and Greed
22nd Annual IACM Conference Paper
Number of pages: 28
Posted: 26 Oct 2009
Last Revised: 04 Nov 2009
Working Paper Series
Northwestern University - Kellogg School of Management and Northwestern University - Kellogg School of Management
Downloads
615
2.
Workplace Territorial Behaviors: A Conceptual Model of the Impact of Employees’ Territorial Behaviors on Conflict and Outcomes in Diverse Teams
22nd Annual IACM Conference Paper
Number of pages: 31
Posted: 10 Dec 2009
Last Revised: 10 Dec 2009
Working Paper Series
University of Queensland - Business School, University of Queensland - Business School and University of Melbourne - Melbourne Business School
Downloads
609
3.
Linkage Theory and the Global-Multilevel System: Multilateral, Regional and Bilateral Trade Negotiations
22nd Annual IACM Conference Paper
Number of pages: 43
Posted: 08 Oct 2009
Working Paper Series
Griffith University
Downloads
468
4.
The Role of Transformational and Emotional Leadership in the Relationship Between Conflict and Team Outcomes
22nd Annual IACM Conference Paper
Number of pages: 31
Posted: 10 Dec 2009
Last Revised: 10 Dec 2009
Working Paper Series
University of Queensland - Business School and University of Queensland - Business School
Downloads
367
5.
Excited to Disagree? A Study of Conflict and Emotions
22nd Annual IACM Conference Paper
Number of pages: 23
Posted: 26 Oct 2009
Last Revised: 19 Jan 2010
Working Paper Series
Carnegie Mellon University - David A. Tepper School of Business, Carnegie Mellon University and Trakia University
Downloads
307
6.
Culture, Accountability and Group Membership: A Dynamic Constructivist Approach to Cross-Cultural Negotiation
22nd Annual IACM Conference Paper
Number of pages: 32
Posted: 25 Oct 2009
Last Revised: 20 Nov 2012
Working Paper Series
Hong Kong Polytechnic University, Vanderbilt University - Organizational Behavior and Nanyang Technological University (NTU) - Nanyang Business School
Downloads
266
7.
Implicit Theories and the Trust Repair Process
22nd Annual IACM Conference Paper
Number of pages: 28
Posted: 08 Oct 2009
Last Revised: 04 Nov 2009
Working Paper Series
Teachers Insurance and Annuity Association College Retirement Equities Fund (TIAA-CREF)
Downloads
240
8.
Integrative Bargaining Strategies and Negotiation Styles in the Turkish Finance Sector
22nd Annual IACM Conference Paper
Number of pages: 35
Posted: 08 Oct 2009
Last Revised: 04 Nov 2009
Working Paper Series
Sabanci University and Sabanci University
Downloads
228
9.
Gender Diversity, Relationship Conflict, and Satisfaction: The Powerful Moderating Role of Climate for Inclusion
22nd Annual IACM Conference Paper
Number of pages: 31
Posted: 25 Oct 2009
Last Revised: 11 Nov 2009
Working Paper Series
Cornell University
Downloads
215
10.
Cultural Differences and Universals in the Development of Trust
22nd Annual IACM Conference Paper
Number of pages: 31
Posted: 07 Oct 2009
Last Revised: 04 Nov 2009
Working Paper Series
Singapore Management University - Lee Kong Chian School of Business and University of Melbourne
Downloads
193
11.
Expatriate Couples’ Adjustment: The Pros and Cons of Avoiding Interpersonal Conflict
22nd Annual IACM Conference
Number of pages: 41
Posted: 24 Oct 2009
Last Revised: 04 Nov 2009
Working Paper Series
Eindhoven University of Technology (TUE), University of Twente - Faculty of Behavioural Sciences, University of Groningen and University of Groningen
Downloads
189
12.
Mediation in Hierarchical Conflicts: The Role of Gender and Anger
IACM 21st Annual Conference Paper
Number of pages: 34
Posted: 14 Dec 2008
Working Paper Series
Utrecht University, KU Leuven, KU Leuven and KU Leuven
Downloads
187
13.
Mental Accounting for Negotiation and Exchange
22nd Annual IACM Conference Paper
Number of pages: 31
Posted: 24 Oct 2009
Last Revised: 11 Nov 2009
Working Paper Series
American University - Kogod School of Business, Washington University in St. Louis - John M. Olin Business School and Washington University in St. Louis
Downloads
186
14.
Harmony and Conflict: Towards an Integrated Model of Conflict Styles
22nd Annual IACM Conference Paper
Number of pages: 7
Posted: 08 Oct 2009
Last Revised: 04 Nov 2009
Working Paper Series
City University of Hong Kong (CityUHK) - Department of Management Sciences
Downloads
179
15.
The Social License to Operate in the Latin American Mining Sector: The Cases of Bajo De La Alumbrera and Michiquillay
22nd Annual IACM Conference Paper
Number of pages: 23
Posted: 14 Oct 2009
Last Revised: 01 Aug 2014
Working Paper Series
affiliation not provided to SSRN and affiliation not provided to SSRN
Downloads
179
16.
Power and Decision Making in Negotiation: Predictions from Construal Level Theory
22nd Annual IACM Conference Paper
Number of pages: 30
Posted: 08 Oct 2009
Last Revised: 04 Nov 2009
Working Paper Series
affiliation not provided to SSRN, Bank for International Settlements (BIS) and University of Michigan, Stephen M. Ross School of Business
Downloads
163
17.
Relationship Among Cooperative Learning Experiences, Social Interdependence, Children’s Aggression, Victimization, and Prosocial Behaviors
22nd Annual IACM Conference Paper
Number of pages: 41
Posted: 08 Oct 2009
Last Revised: 04 Nov 2009
Working Paper Series
University of Minnesota - Twin Cities, affiliation not provided to SSRN and University of Minnesota - Twin Cities
Downloads
154
18.
Untangling the Web of Emotional Deceit: Measuring Strategic Use of Emotions in Negotiations
22nd Annual IACM Conference Paper, McCombs Research Paper Series No. MAN-02-09
Number of pages: 31
Posted: 11 Oct 2009
Last Revised: 14 Aug 2011
Working Paper Series
Georgetown University Women's Leadership Institute, Columbia University - Columbia Business School and Columbia Business School - Management
Downloads
153
19.
Vicarious Entrapment: Your Sunk Costs, My Escalation of Commitment
22nd Annual IACM Conference Paper
Number of pages: 18
Posted: 07 Oct 2009
Last Revised: 04 Nov 2009
Working Paper Series
Northwestern University - Kellogg School of Management, Columbia Business School - Management and Northwestern University - Kellogg School of Management
Downloads
153
20.
Explaining the Influence of Anger and Compassion on Negotiators’ Interaction Goals: An Assessment of Trust and Distrust as Two Distinct Mediators
22nd Annual IACM Conference Paper
Number of pages: 46
Posted: 24 Oct 2009
Last Revised: 23 Jan 2010
Working Paper Series
University of Maryland - Department of Communication and Hong Kong Polytechnic University - Faculty of Business
Downloads
152
21.
Moral Emotions & Unethical Bargaining: The Differential Effects of Empathy and Perspective Taking in Deterring Deceitful Negotiation
Cohen, T. R. (2010). Moral emotions & unethical bargaining: The differential effects of empathy and perspective taking in deterring deceitful negotiation. Journal of Business Ethics, 94, 569-579, 22nd Annual IACM Conference Paper
Number of pages: 26
Posted: 08 Oct 2009
Last Revised: 25 Apr 2014
Accepted Paper Series
Carnegie Mellon University, Tepper School of Business
Downloads
146
22.
Dynamical Negotiation Networks: A Dynamical Model of Negotiation Process
22nd Annual IACM Conference Paper
Number of pages: 8
Posted: 08 Oct 2009
Last Revised: 16 Dec 2009
Working Paper Series
University of Warsaw, Faculty of Psychology and University of Warsaw - Institute for Social Studies
Downloads
139
23.
Early Words that Work: The Impact of Linguistic Mimicry on Negotiation Outcomes
22nd Annual IACM Conference
Number of pages: 16
Posted: 24 Oct 2009
Last Revised: 04 Nov 2009
Working Paper Series
INSEAD, INSEAD - Organisational Behavior, affiliation not provided to SSRN, Northwestern University and Northwestern University - Kellogg School of Management
Downloads
136
24.
Anger in Organizations: Review and Future Directions
22nd Annual IACM Conference Paper
Number of pages: 31
Posted: 07 Oct 2009
Last Revised: 04 Nov 2009
Working Paper Series
Fairfield University - Charles F. Dolan School of Business and Utah State University - Huntsman School of Business
Downloads
133
25.
The Effects of Diversity and Communication Media on the Relationship Between Conflict and Cohesion in Teams
22nd Annual IACM Conference Paper
Number of pages: 20
Posted: 08 Oct 2009
Last Revised: 04 Nov 2009
Working Paper Series
School of Engineering, Lehigh University and University of Arizona
Downloads
133
26.
A Balance Theory Approach to Trust Repair in Groups
22nd Annual IACM Conference Paper
Number of pages: 24
Posted: 08 Oct 2009
Last Revised: 16 Nov 2009
Working Paper Series
Smith School of Business and Smith School of Business
Downloads
128
27.
Emotion and Conflict Management in Elementary Schools
22nd Annual IACM Conference
Number of pages: 28
Posted: 24 Oct 2009
Last Revised: 04 Nov 2009
Working Paper Series
University of the West Indies (St. Augustine)
Downloads
127
28.
Face First: Pre-Mediation Caucus and Face in Employment Disputes
22nd Annual IACM Conference
Number of pages: 36
Posted: 24 Oct 2009
Last Revised: 04 Nov 2009
Working Paper Series
INSEAD
Downloads
126
29.
Believing is Seeing? How Diversity Beliefs Shape the Perception of Diversity in Groups
22nd Annual IACM Conference Paper
Number of pages: 32
Posted: 08 Oct 2009
Last Revised: 04 Nov 2009
Working Paper Series
University of Amsterdam - Department of Work and Organizational Psychology, University of Amsterdam, University of Melbourne - Melbourne Business School and Leiden University
Downloads
118
30.
Distributive Justice and the Durability of Peace Agreements
22nd Annual IACM Conference Paper
Number of pages: 50
Posted: 08 Oct 2009
Last Revised: 01 May 2015
Working Paper Series
George Mason University - Department of Public & International Affairs and Uppsala University
Downloads
116
31.
Power and Overcoming Obstacles: Implications for Disobedience and Bystander Intervention
22nd Annual IACM Conference Paper, McCombs Research Paper Series No. MAN-01-09
Number of pages: 25
Posted: 19 Oct 2009
Last Revised: 13 May 2010
Working Paper Series
University of Texas at Austin - Red McCombs School of Business
Downloads
116
32.
How an Active Conflict Management Strategy Relates to Psychological Strain: The Role of Control
22nd Annual IACM Conference Paper
Number of pages: 20
Posted: 08 Oct 2009
Last Revised: 04 Nov 2009
Working Paper Series
University of Amsterdam - Department of Psychology, University of Amsterdam and University of Amsterdam - Department of Psychology
Downloads
115
33.
Friendship, Deception and Punishment in Negotiations
22nd Annual IACM Conference Paper
Number of pages: 8
Posted: 19 Oct 2009
Last Revised: 04 Nov 2009
Working Paper Series
Tilburg University and Tilburg University
Downloads
114
34.
From Crude Law to Civil Relations: The Dynamics and Potential Resolution of Intractable Conflict
22nd Annual IACM Conference Paper
Number of pages: 28
Posted: 25 Oct 2009
Last Revised: 25 Oct 2009
Working Paper Series
University of Warsaw - Institute for Social Studies, Columbia University - Teachers' College and Warsaw School of Advanced Social Psychology
Downloads
112
35.
Getting What You Want: The Role of Culture and Partner’s Needs in Predicting the Effectiveness of Influence in Negotiation
22nd Annual IACM Conference Paper
Number of pages: 30
Posted: 21 Sep 2009
Last Revised: 19 Oct 2009
Working Paper Series
University of Waterloo - Department of Psychology
Downloads
111
36.
Paths Toward Negotiated Agreement in Terrorism Conflict: Illustrations from Four Cases
22nd Annual IACM Conference Paper
Number of pages: 33
Posted: 07 Oct 2009
Last Revised: 04 Nov 2009
Working Paper Series
University of Denver - International Studies
Downloads
110
37.
An Exploration of Multiple, Simultaneous, Conflict Episodes and the Key Account Manager’s Internal Selling Role
22nd Annual IACM Conference
Number of pages: 16
Posted: 24 Oct 2009
Last Revised: 04 Nov 2009
Working Paper Series
Cranfield University
Downloads
103
38.
When the Negotiator Sees Red
22nd Annual IACM Conference Paper
Number of pages: 9
Posted: 17 Nov 2009
Working Paper Series
National University of Singapore (NUS)
Downloads
99
39.
Depending on the Angle: Perspectives on Conflict and Workplace Climate
22nd Annual IACM Conference Paper
Number of pages: 30
Posted: 25 Oct 2009
Last Revised: 11 Nov 2009
Working Paper Series
Cornell University
Downloads
98
40.
The Limits of Legitimacy: Morality as a Constraint on Deference to Authority
22nd Annual IACM Conference
Number of pages: 31
Posted: 27 Oct 2009
Last Revised: 04 Nov 2009
Working Paper Series
University of Illinois at Chicago, University of California, Irvine and affiliation not provided to SSRN
Downloads
98
41.
When are Integrative Tactics More Effective?: The Moderating Effects of Moral Identity and the Use of Distributive Tactics
22nd Annual IACM Conference Paper
Number of pages: 30
Posted: 08 Oct 2009
Last Revised: 04 Nov 2009
Working Paper Series
Korea Labor Institute - Korea Workplace Innovation Center, Korea University Business School (KUBS) and Korea University Business School (KUBS)
Downloads
94
42.
A Typology of Negative Relationships at Work
22nd Annual IACM Conference Paper
Number of pages: 14
Posted: 16 Nov 2009
Working Paper Series
National University of Singapore (NUS)
Downloads
92
43.
Conflict Resolution in the Management of In-Situ Museums
22nd Annual IACM Conference Paper
Number of pages: 9
Posted: 07 Oct 2009
Last Revised: 04 Nov 2009
Working Paper Series
University of York
Downloads
88
44.
When Leader Emotional Displays Conflict with Follower Social-Relational Goals
22nd Annual IACM Conference Paper
Number of pages: 30
Posted: 24 Oct 2009
Last Revised: 04 Nov 2009
Working Paper Series
University of Amsterdam - Department of Psychology, University of Amsterdam - Department of Work and Organizational Psychology, University of Amsterdam, Erasmus University Rotterdam (EUR) and University of Groningen
Downloads
85
45.
Argumentativeness and Verbal Aggressiveness as Predictors of Partner-Perceptions of Conflict Styles During a Simulated Downsizing Activity
22nd Annual IACM Conference Paper
Number of pages: 38
Posted: 13 Sep 2010
Working Paper Series
Colorado State University, Fort Collins - Department of Management and Arizona State University - Hugh Downs School of Communication
Downloads
84
46.
Negotiating Positive Relational Identities in Organizations: Self-Narration as a Mechanism for Strategic Emotion Management in Interpersonal Interactions
22nd Annual IACM Conference Paper
Number of pages: 32
Posted: 08 Oct 2009
Last Revised: 08 Oct 2009
Working Paper Series
University of Michigan, Stephen M. Ross School of Business, affiliation not provided to SSRN and affiliation not provided to SSRN
Downloads
83
47.
Breathe Your Way to a Good Deal: The Effect of Concentration Exercises on Negotiation Outcomes
22nd Annual IACM Conference
Number of pages: 29
Posted: 24 Oct 2009
Working Paper Series
Singapore Management University - Lee Kong Chian School of Business and National University of Singapore (NUS)
Downloads
81
48.
The Identity Trap: Managing Paradox in Intractable Conflict
22nd Annual IACM Conference Paper
Number of pages: 30
Posted: 08 Oct 2009
Last Revised: 04 Nov 2009
Working Paper Series
Michigan State University
Downloads
74
49.
The Change and Convergence of Mental Models in Negotiation: Taking Social Conditions Into Consideration
22nd Annual IACM Conference Paper
Number of pages: 28
Posted: 24 Oct 2009
Last Revised: 11 Nov 2009
Working Paper Series
Hong Kong Polytechnic University, Georgia State University - J. Mack Robinson College of Business and Formerly Known as Shanghai Institute of Foreign Trade
Downloads
73
50.
Surveying Attractor Landscapes for Conflict: Investigating the Relationship between Conflict, Culture and Complexity
22nd Annual IACM Conference
Number of pages: 6
Posted: 08 Oct 2009
Last Revised: 04 Nov 2009
Working Paper Series
Columbia University - Teachers' College, George Mason University, Columbia University, Hebrew University of Jerusalem and University of Maryland
Downloads
72
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