SSRN IACM 2009 Kyoto Conference (Archive)

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

Long Wang and J. Keith Murnighan

Northwestern University - Kellogg School of Management and Northwestern University - Kellogg School of Management

Downloads 516

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

Oluremi (Remi) B. Ayoko, Neal M. Ashkanasy and Karen A. Jehn

University of Queensland - Business School, University of Queensland - Business School and Melbourne Business School

Downloads 495

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

Larry Crump

Griffith University

Downloads 403

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

Oluremi (Remi) B. Ayoko and Victor J. Callan

University of Queensland - Business School and University of Queensland - Business School

Downloads 353

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

Laurie R. Weingart, Julia Bear and Gergana Todorova

Carnegie Mellon University - David A. Tepper School of Business, Carnegie Mellon University and affiliation not provided to SSRN

Downloads 291

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

Wu Liu, Ray Friedman and Ying-Yi Hong

Hong Kong Polytechnic University, Vanderbilt University - Organizational Behavior and Nanyang Technological University (NTU) - Nanyang Business School

Downloads 259

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

Tai-Kong Kam

Teachers Insurance and Annuity Association College Retirement Equities Fund (TIAA-CREF)

Downloads 217

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

Isil Ismet and Nimet Beriker

Sabanci University and Sabanci University

Downloads 216

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

Lisa Nishii

Cornell University

Downloads 199

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

Donald L. Ferrin and Nicole A. Gillespie

Singapore Management University - Lee Kong Chian School of Business and University of Melbourne

Downloads 185

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

Kim van Erp, Ellen Giebels, Karen van der Zee and Marijtje van Duijn

Eindhoven University of Technology (TUE), University of Twente - Faculty of Behavioural Sciences, University of Groningen and University of Groningen

Downloads 180

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

Patrick Muller, Katalien Bollen, Martin Euwema and Emmanuel Coene

Utrecht University, KU Leuven, KU Leuven and KU Leuven

Downloads 180

13.

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

Kwok Leung

City University of Hong Kong (CityUHK) - Department of Management Sciences

Downloads 173

14.

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

Alexandra Mislin, William P. Bottom and Peter A Boumgarden

American University - Kogod School of Business, Washington University in St. Louis - John M. Olin Business School and Washington University in St. Louis

Downloads 171

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

Alejandro Zamprile and Alberto Ariel Llorente

affiliation not provided to SSRN and affiliation not provided to SSRN

Downloads 171

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

Ronel Ben-Dov, Daniel Heller and Shirli Kopelman

affiliation not provided to SSRN, Bank for International Settlements (BIS) and University of Michigan, Stephen M. Ross School of Business

Downloads 159

17.

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

Brian Gunia, Adam D. Galinsky and Niro Sivanathan

Northwestern University - Kellogg School of Management, Columbia Business School - Management and Northwestern University - Kellogg School of Management

Downloads 150

18.

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

Meina Liu and Chongwei Wang

University of Maryland - Department of Communication and Hong Kong Polytechnic University - Faculty of Business

Downloads 149

19.

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

David W. Johnson, Jiyoung Choi and Roger T. Johnson

University of Minnesota - Twin Cities, affiliation not provided to SSRN and University of Minnesota - Twin Cities

Downloads 145

20.

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

Emily T. Amanatullah, Rebecca C. Levine and Michael Morris

Georgetown University Women's Leadership Institute, Columbia University - Columbia Business School and Columbia Business School - Management

Downloads 141

21.

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

Lukasz W. Jochemczyk and Andrzej Nowak

University of Warsaw, Faculty of Psychology and University of Warsaw - Institute for Social Studies

Downloads 138

22.

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

Roderick I. Swaab, William Maddux, Marwan Sinaceur, David Huffaker and Daniel Diermeier

INSEAD, INSEAD - Organisational Behavior, INSEAD, Northwestern University and Northwestern University - Kellogg School of Management

Downloads 132

23.

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

Godfrey Steele

University of the West Indies (St. Augustine)

Downloads 126

24.

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

Taya R. Cohen

Carnegie Mellon University, Tepper School of Business

Downloads 126

25.

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

Donald E. Gibson and Ronda Roberts Callister

Fairfield University - Charles F. Dolan School of Business and Utah State University - Huntsman School of Business

Downloads 125

26.

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

Anita D. Bhappu, Robert C. Giambatista and Rena Shifren

School of Engineering, Lehigh University and University of Arizona

Downloads 125

27.

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

Susan Brodt and Faye Ling

Queen's School of Business and Queen's School of Business

Downloads 123

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

Roderick I. Swaab

INSEAD

Downloads 118

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

Astrid C. Homan, Lindred Greer, Karen A. Jehn and Lukas Koning

University of Amsterdam - Department of Work and Organizational Psychology, University of Amsterdam, Melbourne Business School and Leiden University

Downloads 116

30.

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

Maria T. M. Dijkstra, Bianca Beersma and Arne Evers

University of Amsterdam - Department of Psychology, University of Amsterdam and University of Amsterdam - Department of Psychology

Downloads 114

31.

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

Daniel Druckman and Cecilia Albin

George Mason University - Department of Public & International Affairs and Uppsala University

Downloads 112

32.

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

Per van der Wijst and Emiel Krahmer

Tilburg University and Tilburg University

Downloads 111

33.

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

Wendi L. Adair

University of Waterloo - Department of Psychology

Downloads 109

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

Andrzej Nowak, Morton Deutsch and Wieslaw Bartkowski

University of Warsaw - Institute for Social Studies, Columbia University - Teachers' College and Warsaw School of Advanced Social Psychology

Downloads 107

35.

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

Karen Feste

University of Denver - International Studies

Downloads 106

36.

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

Jennifer Whitson

University of Texas at Austin - Red McCombs School of Business

Downloads 106

37.

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

Linda J. Skitka, Christopher W. Bauman and Brad Lytle

University of Illinois at Chicago, University of California, Irvine and affiliation not provided to SSRN

Downloads 98

38.

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

James Ian Speakman

Cranfield University

Downloads 97

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

Kelly C. Pike

Cornell University

Downloads 97

40.

When the Negotiator Sees Red

22nd Annual IACM Conference Paper

Number of pages: 9 Posted: 17 Nov 2009

Working Paper Series

Jayanth Narayanan

National University of Singapore (NUS)

Downloads 96

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

Inhyun Han, Seungwoo Kwon and JongHoon Bae

Korea Labor Institute - Korea Workplace Innovation Center, Korea University Business School (KUBS) and Korea University Business School (KUBS)

Downloads 89

42.

A Typology of Negative Relationships at Work

22nd Annual IACM Conference Paper

Number of pages: 14 Posted: 16 Nov 2009

Working Paper Series

Angeline Lim Cuifang

National University of Singapore (NUS)

Downloads 86

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

Kalliopi Fouseki

University of York

Downloads 86

44.

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

Jochen Reb and Jayanth Narayanan

Singapore Management University and National University of Singapore (NUS)

Downloads 79

45.

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

Gerben A. van Kleef, Astrid C. Homan, Bianca Beersma, D.L. van Knippenberg and Barbara Wisse

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 79

46.

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

Michael A. Gross and Laura K. Guerrero

Colorado State University, Fort Collins - Department of Management and Arizona State University - Hugh Downs School of Communication

Downloads 78

47.

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

Shirli Kopelman, Lydia Chen and Joseph Shoshana

University of Michigan, Stephen M. Ross School of Business, affiliation not provided to SSRN and affiliation not provided to SSRN

Downloads 78

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

William A. Donohue

Michigan State University

Downloads 73

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

Wu Liu, Leigh Anne Liu and Jiandong Zhang

Hong Kong Polytechnic University, Georgia State University - J. Mack Robinson College of Business and Formerly Known as Shanghai Institute of Foreign Trade

Downloads 72

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

Peter T. Coleman, Andrea Bartoli, Christine Chung, Rafi Nets-Zehngut and Michele Joy Gelfand

Columbia University - Teachers' College, George Mason University, Columbia University, Hebrew University of Jerusalem and University of Maryland

Downloads 71

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