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IACM 2002 Salt Lake City Meetings (Archive)

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1.

Paying People to Lie: The Truth About the Budgeting Process

Harvard NOM Research Paper No. 01-03, and HBS Working Paper No. 01-072
Number of pages: 28 Posted: 30 Apr 2001
Working Paper Series
SSRN

Multiple version iconThere are 3 versions of this paper

Downloads 13,257
2.

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
3.

Types of Conflict and Personal and Organizational Consequences

IACM 15th Annual Conference
Number of pages: 18 Posted: 29 Mar 2002
Working Paper Series
University of Seville - Department of Social Psychology, University of Seville, Department of Social Psychology (Deceased), University of Seville - Department of Social Psychology, University of Seville - Department of Social Psychology and University of Seville - Department of Social Psychology
Downloads 1,597
4.

Gender as a Situational Phenomenon in Negotiation

IACM 15th Annual Conference; and KSG Working Paper No. RWP02-037
Number of pages: 41 Posted: 29 Mar 2002
Working Paper Series
Harvard University - Harvard Kennedy School (HKS) and Carnegie Mellon University - H. John Heinz III School of Public Policy and Management
Downloads 1,128
5.

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
6.

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
7.

Characteristics of Skilled Negotiators: An Empirical Study

IACM 15th Annual Conference
Number of pages: 29 Posted: 29 Mar 2002
Working Paper Series
University of Coimbra - Faculty of Economics and Universidade de Coimbra - Faculty of Economics
Downloads 937
8.

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
9.

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
10.

Spirals of Trust: Identifying the Factors that Shape and Sustain Trust in Negotiation

IACM 15th Annual Conference
Number of pages: 33 Posted: 29 Mar 2002
Working Paper Series
Melbourne Business School, University of Melbourne - Department of Psychology and University of Melbourne - Department of Psychology
Downloads 812
11.

Approaching Negotiation as Art: Some Striking Results of Students Negotiating in the Real World

IACM 15th Annual Conference
Number of pages: 15 Posted: 20 Mar 2002
Working Paper Series
Harvard Business School - Negotiation, Organizations & Markets Unit
Downloads 773
12.

A Multi-faceted Approach to Process Conflict

IACM 15th Annual Conference
Number of pages: 31 Posted: 25 Mar 2002
Working Paper Series
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)
Downloads 758
13.

A Systems Approach to Mediation: How to Diagram Family and Commercial Disputes

IACM 15th Annual Conference
Number of pages: 36 Posted: 25 Mar 2002
Working Paper Series
Mediation & Arbitration Services of Virginia, LLC - Norfolk Office
Downloads 695
14.

E-Mail Escalation: Dispute Exacerbating Elements of Electronic Communication

IACM 15th Annual Conference
Number of pages: 39 Posted: 22 Mar 2002
Working Paper Series
Vanderbilt University - Organizational Behavior and University College London - Faculty of Engineering Sciences
Downloads 691
15.

Successful Conflict Resolution Between Peacekeepers and NGOs: The Role of Training and Preparation in International Peacekeeping in Bosnia

IACM 15th Annual Conference
Number of pages: 14 Posted: 05 Apr 2002
Working Paper Series
Harvard Business School, Santa Clara University - Psychology Department, Melbourne Business School, Utrecht University - Department of Social and Organizational Psychology and Police Academy of the Netherlands
Downloads 643
16.

Exploring the Range of Unethical Bargaining Tactics Across Cultures: A Sino-Australian Study

IACM 15th Annual Conference
Number of pages: 10 Posted: 15 Apr 2002
Working Paper Series
Melbourne Business School - University of Melbourne and Queensland University of Technology - School of International Business
Downloads 596
17.

Moderator-Mediator Distinction: An Application on Top Management Team Literature

IACM 15th Annual Conference
Number of pages: 7 Posted: 20 Mar 2002
Working Paper Series
Universidad Complutense de Madrid, Departamento de Organizacion de Empresas-Facultad de Ciencias Economicas y Empresariales and Universidad Complutense de Madrid (UCM) - Department of Business Organization
Downloads 586
18.

Which Reward Structure Works Best? A New Perspective on Cooperation and Competition in Teams

IACM 15th Annual Conference
Number of pages: 40 Posted: 20 Mar 2002
Working Paper Series
University of Amsterdam, Michigan State University - Department of Management, Pennsylvania State University - Department of Management & Organization, Emory University - Goizueta Business School, Michigan State University - Department of Management and Michigan State University - The Eli Broad College of Business and The Eli Broad Graduate School of Management
Downloads 575
19.

Power and Communication: Semantic vs. Pragmatic Messages

IACM 15th Annual Conference
Number of pages: 18 Posted: 20 Mar 2002
Working Paper Series
Northwestern University - Kellogg School of Management and Stanford Graduate School of Business
Downloads 546
20.

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
21.

Direct and Representative Negotiation: A Principal-Agent Authority Continuum

IACM 15th Annual Conference
Number of pages: 32 Posted: 22 Mar 2002
Working Paper Series
University of Toronto - Rotman School of Management
Downloads 539
22.

Updating Negotiation Teaching Through the Use of Multimedia Tools

IACM 15th Annual Conference
Number of pages: 26 Posted: 15 Apr 2002
Working Paper Series
Brandeis University
Downloads 533
23.

Best Foot Forward or Waiting Game: First Mover Effects in a Distributive Negotiation

IACM 15th Annual Conference
Number of pages: 22 Posted: 29 Mar 2002
Working Paper Series
University of Toronto - Rotman School of Management and University of Toronto - Rotman School of Management
Downloads 532
24.

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
Number of pages: 13 Posted: 15 Apr 2002
Working Paper Series
Santa Clara University - Psychology Department, Melbourne Business School and University of Pennsylvania - The Wharton School
Downloads 524
25.

Conflict Management in Scandinavia

IACM 15th Annual Conference
Number of pages: 25 Posted: 29 Mar 2002
Working Paper Series
Copenhagen Business School, Department of Intercultural Communication and Management
Downloads 515
26.

Explaining the Chinese Preference for Conflict Avoiding: an Exploration of Five Alternative Models

IACM 15th Annual Conference
Number of pages: 33 Posted: 20 Mar 2002
Working Paper Series
Vanderbilt University - Organizational Behavior and National Taiwan University - Department of Business Administration
Downloads 495
27.

The Effects of Cross-Level Conflict: The Moderating Effects of Conflict Culture on the Group Faultlines - Performance Link

IACM 15th Annual Conference
Number of pages: 28 Posted: 15 Apr 2002
Working Paper Series
Santa Clara University - Psychology Department and Melbourne Business School
Downloads 474
28.

Interpersonal Conflict and Relational Models Theory: A Structural Approach to Injustice

IACM 15th Annual Conference
Number of pages: 31 Posted: 29 Mar 2002
Working Paper Series
Utah Valley University
Downloads 471
29.

Disconnecting Outcomes and Evaluations: The Role of Negotiator Reference Points

IACM 15th Annual Conference
Number of pages: 30 Posted: 22 Mar 2002
Working Paper Series
Columbia Business School - Management, University of Cologne and Northwestern University - Kellogg School of Management
Downloads 469
30.

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
Number of pages: 31 Posted: 01 Jun 2002
Working Paper Series
affiliation not provided to SSRN
Downloads 465
31.

The Effect of Culture and Power on Cooperation in Commons Dilemmas: Implications for Global Resource Management

IACM 15th Annual Conference Paper, Kopelman, S. (2009). The effect of culture and power on cooperation in commons dilemmas: Implications for global resource management. Organization Behavior and Human Decision Processes (OBHDP), 108, 153-163. doi:10.1016/j.obhdp.2008.06.004, Ross School of Business Paper No. 1072
Number of pages: 40 Posted: 29 Mar 2002 Last Revised: 03 Dec 2014
Accepted Paper Series
University of Michigan, Stephen M. Ross School of Business
Downloads 361
32.

Expanding Our Models of Justice in Dispute Resolution: A Field Test of the Contribution of Interactional Justice

IACM 15th Annual Conference
Number of pages: 30 Posted: 15 Apr 2002
Working Paper Series
Indiana University Bloomington - School of Public & Environmental Affairs (SPEA) and Indiana University Bloomington - School of Public & Environmental Affairs (SPEA)
Downloads 348
33.

Mediation as Persuasion: Central Route Attribution Change as a Conflict Resolution Technique

IACM 15th Annual Conference
Number of pages: 30 Posted: 22 Mar 2002
Working Paper Series
Evaluation Management Training Group (EMT) - EMT Associates, Midwest Office and Olin Business School, Washington University
Downloads 348
34.

Caught Telling the Truth: Effects of Honesty and Communication Media in Distributive Negotiations

IACM 15th Annual Conference
Number of pages: 31 Posted: 29 Mar 2002
Working Paper Series
Olin Business School, Washington University, affiliation not provided to SSRN and University of Missouri at Saint Louis - Department of Psychology
Downloads 347
35.

Mediation in Peacekeeping Missions

IACM 15th Annual Conference
Number of pages: 34 Posted: 05 Apr 2002
Working Paper Series
University of Missouri at Columbia and George Mason University - Department of Public & International Affairs
Downloads 326
36.

Neither Strategic nor Selfish: Individualistic Negotiators and Their Behavior Over Time

IACM 15th Annual Conference
Number of pages: 18 Posted: 25 Mar 2002
Working Paper Series
Baruch College, Northwestern University - Kellogg School of Management and Carnegie Mellon University - David A. Tepper School of Business
Downloads 319
37.

Exploring Faultlines, Conflict, Satisfaction, and Stress in Groups of Peacekeepers

IACM 15th Annual Conference
Number of pages: 17 Posted: 20 Mar 2002
Working Paper Series
Santa Clara University - Psychology Department, Melbourne Business School, Utrecht University - Department of Social and Organizational Psychology and Police Academy of the Netherlands
Downloads 316
38.

Suck It Up, Let It Out or Negotiate? An Analysis of College Students' Conflict Management Strategies

Number of pages: 30 Posted: 05 Apr 2002
Working Paper Series
affiliation not provided to SSRN and Marywood University - Department of Psychology
Downloads 311
39.

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
Number of pages: 27 Posted: 20 Mar 2002
Working Paper Series
Ohio University, School of Interpersonal Communication and Ohio University, Department of Interpersonal Communication
Downloads 290
40.

Inside the Black Box: Developing the Process of Conflict Diplomacy

IACM 15th Annual Conference
Number of pages: 20 Posted: 25 Mar 2002
Working Paper Series
Michigan State University - Department of Communication
Downloads 254
41.

Understanding of Political Conflict and Strategies of its Resolution: The Role of Need for Cognitive Closure and a Group Norm

IACM 15th Annual Conference
Number of pages: 8 Posted: 22 Mar 2002
Working Paper Series
Polish Academy of Sciences, Warsaw School of Advanced Social Psychology
Downloads 249
42.

Partisan Misperceptions and Conflict Escalation: Survey Evidence from a Tribal/Local Government Conflict

IACM 15th Annual Conference; KSG Working Paper No. RWP02-013; and Harvard PON Working Paper
Number of pages: 32 Posted: 20 Mar 2002
Working Paper Series
Harvard University - Harvard Kennedy School (HKS), Harvard University - Harvard Kennedy School (HKS) and Harvard University - Harvard Kennedy School (HKS)
Downloads 246
43.

Problems are Opportunities in Working Clothes: Exploring the Process of One-to-one Dispute Resolution in the Workplace

IACM 15th Annual Conference
Number of pages: 31 Posted: 29 Mar 2002
Working Paper Series
Ulster University at Jordanstown - School of Communication and Ulster University at Jordanstown - School of Communication
Downloads 244
44.

Self-Reflection as a Process for Understanding One's Contribution to the Root Causes of Terrorism

IACM 15th Annual Conference
Number of pages: 30 Posted: 15 Apr 2002
Working Paper Series
Independent
Downloads 236
45.

Are there Ideal Configurations of Organizational Groups? A Theoretical Proposal Using Design Characteristics and Conflict Types as Dimensions

IACM 15th Annual Conference
Number of pages: 24 Posted: 20 Mar 2002
Working Paper Series
Universidad Complutense de Madrid, Departamento de Organizacion de Empresas-Facultad de Ciencias Economicas y Empresariales
Downloads 224
46.

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
Number of pages: 30 Posted: 15 Apr 2002
Working Paper Series
Columbia Business School - Management and Berkeley-Haas Management of Organizations
Downloads 222
47.

A Different Way to "Get Even" After Unjust Terminations: Remedies, Not Retaliations as a Means to Restore Organizational Justice

IACM 15th Annual Conference
Number of pages: 33 Posted: 29 Mar 2002
Working Paper Series
University of Arizona - Eller College of Management, Berkeley-Haas Management of Organizations and affiliation not provided to SSRN
Downloads 198
48.

Self-Protection or Moral Outrage: Reasons Underlying Lying and Deception in Competitive Interaction

IACM 15th Annual Conference
Number of pages: 30 Posted: 29 Mar 2002
Working Paper Series
Leiden University - Social and Organizational Psychology and University of Amsterdam - Department of Psychology
Downloads 191
49.

Effects of External and Internal Competition on Group Problem Solving Processes and Outcomes

IACM 15th Annual Conference
Number of pages: 25 Posted: 05 Apr 2002
Working Paper Series
Eindhoven University of Technology (TUE) - Faculty of Technology Management
Downloads 181
50.

Orality and Conflict Management

IACM 15th Annual Conference
Number of pages: 4 Posted: 05 Apr 2002
Working Paper Series
Wageningen UR - Communication and Innovation Studies Group
Downloads 169