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Decision Making & Negotiations eJournal

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1.

The Pros and Cons of Getting to Yes - Shortcomings and Limitations of Principled Bargaining in Negotiation and Mediation

Zeitschrift fur Konfliktmanagement
Number of pages: 23 Posted: 18 Dec 2001
Accepted Paper Series
University of Munich School of Law
Downloads 6,444
2.

Negotiation Via (the New) Email

Ebner, N. (2014). Negotiation via (the New) Email. In M. Benoliel (Ed.), Negotiation Excellence: Successful Deal Making (2nd ed.). World Scientific Publishing: Singapore
Number of pages: 34 Posted: 02 Nov 2013 Last Revised: 30 Apr 2017
Accepted Paper Series
Creighton University School of Law - Werner Institute for Negotiation and Dispute Resolution
Downloads 2,663
3.

The Pasta Wars: A Prisoner's Dilemma Simulation-Game

Ebner, N. & Winkler, Y. , (2008) PASTA WARS: A prisoner’s dilemma simulation-game. Simulation & Gaming 40(1), 134-146,
Number of pages: 54 Posted: 14 Jan 2013 Last Revised: 11 Apr 2017
Accepted Paper Series
Creighton University School of Law - Werner Institute for Negotiation and Dispute Resolution and Winkler Law Offices
Downloads 2,562
4.

What Do People Value When They Negotiate? Mapping the Domain of Subjective Value in Negotiation

MIT Sloan Research Paper No. 4544-05, Marketing Science Institute Report, IACM 18th Annual Conference, Journal of Personality and Social Psychology, 91, 493-512, 2006
Number of pages: 64 Posted: 20 May 2005 Last Revised: 05 Sep 2012
Accepted Paper Series
Massachusetts Institute of Technology (MIT) - Sloan School of Management, Washington University in St. Louis, Olin School of Business and Massachusetts Institute of Technology (MIT)
Downloads 2,200
5.

Reforming WTO Dispute Settlement

University of Illinois, Public Law & Legal Theory Research Paper No. 04-01
Number of pages: 41 Posted: 16 Feb 2004
Working Paper Series
University of Illinois College of Law
Downloads 1,968
6.

Judgment and Decision Making Research in Auditing: A Task, Person, and Interpersonal Interaction Perspective

Number of pages: 66 Posted: 28 Jul 2005
Working Paper Series
Cornell University - Samuel Curtis Johnson Graduate School of Management and Nanyang Technological University (NTU) - Division of Accounting
Downloads 1,846
7.

Negotiation Analysis: Between Decisions and Games

ADVANCES IN DECISION ANALYSIS, Ward Edwards, Ralph Miles, Detlof von Winterfeldt, eds., Cambridge University Press, 2006, Harvard NOM Working Paper No. 882525
Number of pages: 33 Posted: 26 Feb 2006
Accepted Paper Series
HBS Negotiations, Organizations and Markets Unit
Downloads 1,846
8.

Negotiating in Different Cultures: are Western Personality Dimensions Relevant in Chinese Culture?

IACM 15th Annual Conference
Number of pages: 33 Posted: 15 Apr 2002
Working Paper Series
Georgia State University - J. Mack Robinson College of Business, Vanderbilt University - Organizational Behavior and National Taiwan University - Department of Business Administration
Downloads 1,667
9.

E-Mediation

M.S. Abdel Wahab, E. Katsh & D. Rainey (Eds.) Online Dispute Resolution: Theory and Practice, p. 357, The Hague: Eleven International Publishing, 2012
Number of pages: 30 Posted: 14 Oct 2012
Accepted Paper Series
Creighton University School of Law - Werner Institute for Negotiation and Dispute Resolution
Downloads 1,510
10.

Artificial Intelligence: Robots, Avatars and the Demise of the Human Mediator

Ohio State Journal on Dispute Resolution, Vol. 25, No. 1, 2010
Number of pages: 60 Posted: 26 Aug 2009 Last Revised: 22 Jun 2014
Accepted Paper Series
Mitchell | Hamline School of Law
Downloads 1,487
11.

Management of Conflicts and Negotiation

Number of pages: 38 Posted: 04 May 2006
Working Paper Series
Eduardo G. Manuel Business Consulting Services, Ltd.
Downloads 1,358
12.

Aspects of the Theory of Moral Cognition: Investigating Intuitive Knowledge of the Prohibition of Intentional Battery and the Principle of Double Effect

Georgetown Public Law Research Paper No. 762385, Georgetown Law and Economics Research Paper No. 762385
Number of pages: 129 Posted: 27 Jul 2005
Working Paper Series
Georgetown University Law Center
Downloads 1,347
13.
Downloads 1,323
14.

Heuristics and Biases at the Bargaining Table

Marquette Law Review, Vol. 87, p. 795-808, 2004, Vanderbilt Law and Economics Research Paper No. 04-11, UCLA School of Law, Law-Econ Research Paper No. 04/5
Number of pages: 9 Posted: 17 Mar 2004
Accepted Paper Series
UCLA School of Law and Vanderbilt University - Law School
Downloads 1,315
15.

Bounded Awareness: Focusing Failures in Negotiation

FRONTIERS OF SOCIAL PSYCHOLOGY: NEGOTIATIONS, L. Thompson, ed., Psychological Press, 2005, Harvard PON Working Paper No. 04-124; HBS Working Paper 04-062
Number of pages: 38 Posted: 30 Nov 2004
Accepted Paper Series
New York University (NYU) - Leonard N. Stern School of Business and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 1,289
16.

Anchoring, Information, Expertise, and Negotiation: New Insights from Meta-Analysis

Ohio State Journal on Dispute Resolution, 2006, Vanderbilt Law and Economics Research Paper No. 06-12
Number of pages: 33 Posted: 04 May 2006
Accepted Paper Series
Vanderbilt University - Law School and Morgan, Lewis & Bockius, L.L.P.
Downloads 1,264
17.

The Ethics of International Arbitrators

Bocconi Legal Studies Research Paper No. 2007-01, LEADING ARBITRATORS' GUIDE TO INTERNATIONAL ARBITRATION, Juris Publishing, 2008
Number of pages: 23 Posted: 10 Jan 2008
Accepted Paper Series
Pennsylvania State University, Penn State Law
Downloads 1,259
18.

Online Dispute Resolution and Interpersonal Trust

Ebner, N. 2012, ODR and Interpersonal Trust. In M.S. Abdel Wahab, E. Katsh & D. Rainey (Eds.) ODR: Theory and Practice. The Hague: Eleven International Publishing
Number of pages: 34 Posted: 28 Oct 2012 Last Revised: 22 Jun 2014
Accepted Paper Series
Creighton University School of Law - Werner Institute for Negotiation and Dispute Resolution
Downloads 1,171
19.

Cooking Up a Deal: Negotiation Recipes for Success

Marquette Law School Legal Studies Paper No. 14-10, UC Irvine School of Law Research Paper No. 2014-27
Number of pages: 18 Posted: 04 Apr 2014 Last Revised: 16 Apr 2014
Working Paper Series
Marquette University - Law School, Hamline University School of Law, Independent, George Mason University - Department of Public & International Affairs, Creighton University School of Law - Werner Institute for Negotiation and Dispute Resolution, National Institutes of Health (NIH), Independent, Cleveland State University, University of British Columbia - Faculty of Law, Ohio State University (OSU) - Human Resource Research, University of Massachusetts Boston, University of California Irvine, School of Law, University of Oregon - School of Law, University of Oregon School of Law, Bond University and Pennsylvania State University, Dickinson Law
Downloads 1,151
20.

Deciding Analytically or Trusting your Intuition? The Advantages and Disadvantages of Analytic and Intuitive Thought

UPF Economics and Business Working Paper No. 654
Number of pages: 46 Posted: 02 Oct 2003
Working Paper Series
Universitat Pompeu Fabra - Faculty of Economic and Business Sciences
Downloads 1,111
21.

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
Number of pages: 49 Posted: 01 Jul 2002
Working Paper Series
HBS Negotiations, Organizations and Markets Unit
Downloads 1,082
22.

The Interpersonal Effects of Anger and Happiness on Negotiation Behavior and Outcomes

IACM 15th Annual Conference
Number of pages: 35 Posted: 23 Jul 2003
Working Paper Series
University of Amsterdam - Department of Psychology, University of Amsterdam - Department of Psychology and University of Amsterdam - Department of Psychology

Multiple version iconThere are 2 versions of this paper

Downloads 1,077
23.

Deciding Without Resources: Psychological Depletion and Choice in Context

Number of pages: 46 Posted: 07 Jan 2007
Working Paper Series
Robert H. Smith School of Business, University of California, San Diego (UCSD) - Rady School of Management, Yale School of Management - International Center for Finance and Florida State University - College of Arts & Sciences
Downloads 1,027
24.

Mediation, Arbitration, and Alternative Dispute Resolution (ADR)

International Encyclopedia of the Social and Behavioral Sciences, Elsevier Ltd. 2015, UC Irvine School of Law Research Paper No. 2015-59
Number of pages: 16 Posted: 20 May 2015
Accepted Paper Series
University of California Irvine, School of Law
Downloads 1,019
25.

What is Corporate Diplomacy?

Number of pages: 16 Posted: 23 Feb 2012
Working Paper Series
University of London, SOAS, Department of Financial and Management Studies
Downloads 962
26.

Oral Argument and Impression Management: Harnessing the Power of Nonverbal Persuasion for a Judicial Audience

Kansas Law Review, Vol. 57, No. 3, 2008, UNLV William S. Boyd School of Law Legal Studies Research Paper No. 09-01, University of Tennessee Legal Studies Research Paper No. 84
Number of pages: 38 Posted: 22 Sep 2008 Last Revised: 29 Oct 2009
Accepted Paper Series
University of Tennessee College of Law
Downloads 916
27.

Business Negotiations in Thailand: Navigating the Challenges of Traditions vs. Change

16th Annual IACM Conference Melbourne, Australia
Number of pages: 31 Posted: 07 Jun 2003
Working Paper Series
Citibank, N.A. and Ohio University, Department of Interpersonal Communication
Downloads 915
28.

Demographic Differences and Perceptions of Performance Appraisal Practices

IACM 15th Annual Conference
Number of pages: 32 Posted: 22 Mar 2002
Working Paper Series
Temple University - Department of Human Resource Management and University of Western Ontario - Richard Ivey School of Business
Downloads 911
29.

Teaching a New Negotiation Skills Paradigm

Washington University Journal of Law and Policy, Vol. 39, p. 13, 2012, Marquette Law School Legal Studies Paper No. 12-28
Number of pages: 28 Posted: 24 Sep 2012 Last Revised: 18 Mar 2016
Accepted Paper Series
Marquette University - Law School
Downloads 897
30.

Gender Stereotype Activation and Power in Mixed-Gender Negotiations

IACM 15th Annual Conference
Number of pages: 28 Posted: 29 Mar 2002
Working Paper Series
Berkeley-Haas Management of Organizations, affiliation not provided to SSRN, Columbia Business School - Management and Northwestern University - Kellogg School of Management
Downloads 880
31.

Choice and Achievement at the Bargaining Table: The Distributive, Integrative, and Interpersonal Advantages of Making Multiple Equivalent Simultaneous Offers

IACM 18th Annual Conference
Number of pages: 30 Posted: 01 Jun 2005
Working Paper Series
Northwestern University - Kellogg School of Management, University of Toronto, Columbia Business School - Management and affiliation not provided to SSRN
Downloads 871
32.

The Dirt on Coming Clean: Perverse Effects of Disclosing Conflicts of Interest

Number of pages: 33 Posted: 12 Jan 2009
Working Paper Series
Yale School of Management, Carnegie Mellon University - Department of Social and Decision Sciences and University of California, Berkeley - Haas School of Business
Downloads 837
33.

See No Evil: When We Overlook Other People's Unethical Behavior

Harvard Business School NOM Working Paper No. 08-045
Number of pages: 29 Posted: 03 Jan 2008 Last Revised: 05 Aug 2009
Working Paper Series
Harvard Business School, University of California, Berkeley - Haas School of Business and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 793
34.

Using Metaphor in Mediation and Negotiation

Number of pages: 24 Posted: 06 Mar 2003
Working Paper Series
Independent
Downloads 749
35.

Emotion in Conflict and Negotiation: Introducing the Emotions as Social Information (EASI) Model

IACM 2007 Meetings Paper
Number of pages: 29 Posted: 26 Nov 2007
Working Paper Series
University of Amsterdam - Department of Psychology
Downloads 727
36.

Negotiation Styles: The Impact on Bargaining Transactions

Journal of Dispute Resolution, Vol. 48, April 2003, GWU Legal Studies Research Paper No. 328, GWU Law School Public Law Research Paper No. 328
Number of pages: 6 Posted: 28 Jul 2007
Accepted Paper Series
George Washington University - Law School
Downloads 710
37.

Effects of Culture, Power, and the Problem-Solving Approach on International Bilateral Negotiations: A U.S.-Japan Comparison of Simulated Negotiation Processes and Outcomes

16th Annual IACM Conference Melbourne, Australia
Number of pages: 7 Posted: 07 Jun 2003
Working Paper Series
George Mason University
Downloads 705
38.

Thinking Back on Where We're Going: A Methodological Assessment of Five Decades of Research in Negotiation Behavior

16th Annual IACM Conference Melbourne, Australia
Number of pages: 40 Posted: 12 Jun 2003
Working Paper Series
Vlerick Leuven Gent Management School and Vlerick Leuven Gent Management School
Downloads 693
39.

The Interpersonal Effects of Emotions in Negotiations: A Motivated Information Processing Approach

16th Annual IACM Conference Melbourne, Australia
Number of pages: 30 Posted: 29 Apr 2003
Working Paper Series
University of Amsterdam - Department of Psychology, University of Amsterdam - Department of Psychology and University of Amsterdam - Department of Psychology
Downloads 692
40.

Thin Slices of Negotiation: Predicting Outcomes from Conversational Dynamics Within the First Five Minutes

Journal of Applied Psychology, Vol. 92, pp. 802-811, 2007
Number of pages: 31 Posted: 26 Mar 2007 Last Revised: 13 Jul 2008
Accepted Paper Series
Massachusetts Institute of Technology (MIT) - Sloan School of Management and Massachusetts Institute of Technology (MIT)
Downloads 686
41.

Mediation as Framing and Framing Within Mediation

IACM 18th Annual Conference
Number of pages: 31 Posted: 27 May 2005
Working Paper Series
Pennsylvania State University - Center for Research in Conflict and Negotiation (CRCN)
Downloads 632
42.

Enlarging the Societal Pie - A Cognitive Perspective

Harvard NOM Working Paper No. 02-17; Harvard Business School Working Paper No. 02-081
Number of pages: 38 Posted: 05 May 2002
Working Paper Series
University of Pennsylvania - Department of Psychology, Harvard Business School and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 627
43.

Bargaining Power as Threat of Impasse

UCLA School of Law, Law & Economics Research Paper No. 04-6
Number of pages: 6 Posted: 14 Mar 2004
Working Paper Series
UCLA School of Law
Downloads 614
44.

The Law of Bargaining

Marquette Law Review, Vol. 87, pp. 839-45, 2004 , UCLA School of Law, Public Law and Legal Theory Research Paper No. 04-3
Number of pages: 5 Posted: 23 Mar 2004
Accepted Paper Series
UCLA School of Law, University of Oregon - School of Law and Pennsylvania State University, Dickinson Law
Downloads 613
45.

The N-Effect: More Competitors, Less Competition

Psychological Science, Vol. 20, pp. 871-877, 2009
Number of pages: 23 Posted: 25 Nov 2008 Last Revised: 21 Jul 2009
Accepted Paper Series
University of Michigan and Notre Dame Law School

Multiple version iconThere are 2 versions of this paper

Downloads 585
46.

The Auditor's Negotiation Strategy Selection: Nature of the Auditor-Client Management Relationship and Flexibility of Initial Accounting Position

Number of pages: 62 Posted: 03 Oct 2006
Working Paper Series
University of Alberta - Department of Accounting, Operations & Information Systems, McMaster University - Michael G. DeGroote School of Business and Queen's University - Smith School of Business
Downloads 576
47.

Decision-Making: A Neuroeconomic Perspective

Philosophy Compass, Forthcoming
Number of pages: 25 Posted: 05 Aug 2007
Accepted Paper Series
University of Toronto - Department of Philosophy
Downloads 563
48.

Shifting the Focus from Mediating the Problem to Mediating the Moment - Moving Beyond ‘Getting to Yes’ and 'The Promise of Mediation'

Number of pages: 26 Posted: 03 Sep 2012 Last Revised: 18 May 2017
Working Paper Series
Independent and Independent
Downloads 559
49.

Negotiation Is Changing

Journal of Dispute Resolution, Vol. 2017 (1), 99-143.
Number of pages: 46 Posted: 11 Feb 2017 Last Revised: 09 Aug 2017
Accepted Paper Series
Creighton University School of Law - Werner Institute for Negotiation and Dispute Resolution
Downloads 551
50.

Thinking Deep and Feeling Good: Cognitive Motivation and Positive Affect in Negotiations

IACM 15th Annual Conference
Number of pages: 25 Posted: 29 Mar 2002
Working Paper Series
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
Downloads 545