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
Harvard Business School
There are 3 versions of this paper
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
Downloads
14,049
Corporate Budgeting is Broken, Let's Fix it
Harvard NOM Working Paper No. 02-26
Number of pages: 12
Posted: 14 Aug 2002
Downloads
10,657
Paying People to Lie: The Truth About the Budgeting Process
European Financial Management, Vol. 9, pp. 379-406, September 2003
Number of pages: 28
Posted: 12 Jul 2003
Downloads
67
Downloads
14,049
2.
The Importance of Communication Skills in Negotiation: An Empirical Study
16th Annual IACM Conference Melbourne, Australia
Number of pages: 30
Posted: 07 Jun 2003
Working Paper Series
Universidade de Coimbra - Faculty of Economics and University of Coimbra - Faculty of Economics
Downloads
3,625
3.
When Psychological Closeness Creates Distance from One’s Moral Compass
IACM 23rd Annual Conference Paper
Number of pages: 31
Posted: 21 May 2010
Working Paper Series
Harvard Business School and Columbia Business School - Management
Downloads
3,054
4.
Leadership Styles and Team Cohesiveness Across Cultures
IACM 17th Annual Conference Paper
Number of pages: 27
Posted: 30 Oct 2004
Working Paper Series
Hay Group, Utrecht University - Department of Social and Organizational Psychology and Utrecht University - Department of Social and Organizational Psychology
Downloads
2,042
5.
Negotiating with Terrorists: The U.S.-Iran Hostage Crisis
IACM 18th Annual Conference
Number of pages: 30
Posted: 19 May 2005
Working Paper Series
University of Denver - International Studies
Downloads
2,000
6.
Exploring the Relationships between the Big Five Personality Factors, Conflict Styles, and Bargaining Behaviors
IACM 18th Annual Conference
Number of pages: 29
Posted: 06 Jun 2005
Working Paper Series
University of Windsor - Odette School of Business
Downloads
1,953
7.
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
1,701
8.
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
1,636
9.
Cultural Intelligence in International Business Negotiation
IACM 2006 Meetings Paper
Number of pages: 24
Posted: 01 Jun 2006
Working Paper Series
Hong Kong Polytechnic University and Georgia State University - J. Mack Robinson College of Business
Downloads
1,592
10.
The Intercultural Conflict Style Inventory: A Conceptual Framework and Measure of Intercultural Conflict Approaches
IACM 17th Annual Conference Paper
Number of pages: 39
Posted: 09 Oct 2004
Working Paper Series
Hammer Consulting Group, LLC.
Downloads
1,532
11.
The Role of Culture in the Negotiation Process
IACM 2006 Meetings Paper
Number of pages: 26
Posted: 13 Jul 2006
Working Paper Series
University of Quebec at Montreal (UQAM) - Department of Business Strategy and Concordia University, Quebec - John Molson School of Business
Downloads
1,529
12.
Functional and Dysfunctional Strategies for Managing Conflict
IACM 23rd Annual Conference Paper
Number of pages: 15
Posted: 23 May 2010
Working Paper Series
Western Kentucky University
Downloads
1,421
13.
The Enlightened Negotiator: What is the Best Type of Interaction?
16th Annual IACM Conference Melbourne, Australia
Number of pages: 18
Posted: 07 Jun 2003
Working Paper Series
Northwestern University - Kellogg School of Management, Baruch College and Northwestern University - Kellogg School of Management
Downloads
1,367
14.
Group Decision-Making Effectiveness: The Effect of Conflict
16th Annual IACM Conference Melbourne, Australia, Sauder School of Business Working Paper
Number of pages: 34
Posted: 07 Jun 2003
Working Paper Series
Edith Cowan University, Western Australia and University of British Columbia (UBC) - Division of Strategy and Business Economics
Downloads
1,193
15.
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
1,157
16.
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
There are 2 versions of this paper
The Interpersonal Effects of Anger and Happiness on Negotiation Behavior and Outcomes
IACM 15th Annual Conference
Number of pages: 35
Posted: 23 Jul 2003
Downloads
1,121
The Interpersonal Effects of Anger and Happiness on Negotiation Behavior and Outcomes
Journal of Personality and Social Psychology, Forthcoming
Posted: 24 Jul 2003
Downloads
1,121
17.
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
1,094
18.
The Self-Reinforcing Nature of Social Hierarchy: Origins and Consequences of Power and Status
IACM 21st Annual Conference Paper
Number of pages: 37
Posted: 11 Nov 2008
Working Paper Series
New York University (NYU) - Leonard N. Stern School of Business and Columbia Business School - Management
Downloads
1,083
19.
Lying, Cheating, Foreigners!! Negotiation Ethics Across Cultures
IACM 18th Annual Conference
Number of pages: 30
Posted: 05 Jun 2005
Working Paper Series
Queensland University of Technology - School of International Business
Downloads
1,068
20.
Organizational Change and Conflict in Higher Education Management: Leadership and Management
IACM 21st Annual Conference Paper
Number of pages: 30
Posted: 11 Nov 2008
Working Paper Series
University of the West Indies (Saint Augustine)
Downloads
1,038
21.
Strategic Negative Emotion in Negotiation
IACM 17th Annual Conference Paper
Number of pages: 21
Posted: 25 Oct 2004
Working Paper Series
Northwestern University - Department of Communication Studies and Northwestern University - Department of Communication Studies
Downloads
1,026
22.
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
1,020
23.
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
998
24.
The Effects of Reputation and Post Violation Communication on Trust and Distrust
16th Annual IACM Conference Melbourne, Australia
Number of pages: 28
Posted: 07 Jun 2003
Working Paper Series
Ohio State University (OSU) - Human Resource Research and John Carroll University - Boler School of Business
Downloads
988
25.
Conflict Management in Work Teams: The Role of Social Self-Efficacy and Group Identification
16th Annual IACM Conference Melbourne, Australia
Number of pages: 18
Posted: 19 May 2003
Working Paper Series
University of Haifa and Max Stern Academic College of Emek Yezreel - Sociology and Anthropology
Downloads
984
26.
First Offers in Negotiations: Determinants and Effects
16th Annual IACM Conference Melbourne, Australia
Number of pages: 26
Posted: 06 Jun 2003
Working Paper Series
University of Toronto - Rotman School of Management and Columbia Business School - Management
Downloads
976
27.
Conflict Management Strategies as Moderators or Mediators of the Relationship between Intragroup Conflict and Job Performance
IACM 17th Annual Conference Paper
Number of pages: 9
Posted: 30 Oct 2004
Working Paper Series
Western Kentucky University and Youngstown State University - Department of Management
Downloads
974
28.
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
971
29.
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
936
30.
New Trends in Negotiation Teaching
IACM 24th Annual Conference Paper
Number of pages: 10
Posted: 26 Jun 2011
Working Paper Series
Creighton University Graduate School - Department of Interdisciplinary Studies
Downloads
923
31.
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
907
32.
The Role of Emotions in Conflict Management: The Case of Work Teams
IACM 17th Annual Conference Paper
Number of pages: 21
Posted: 10 Oct 2004
Working Paper Series
Max Stern Academic College of Emek Yezreel - Sociology and Anthropology and University of Haifa
Downloads
836
33.
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
University of Melbourne - Melbourne Business School, University of Melbourne - Department of Psychology and University of Melbourne - Department of Psychology
Downloads
831
34.
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
788
35.
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
783
36.
Mobbing: A Cultural Approach of Conflict in Work Organizations
IACM 18th Annual Conference
Number of pages: 4
Posted: 06 Jun 2005
Working Paper Series
University of Malaga and University of Malaga
Downloads
782
37.
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
771
38.
Group Identity and Attachment: Two Paths to Trust and Cooperation in Groups
16th Annual IACM Conference Melbourne, Australia
Number of pages: 14
Posted: 07 Jun 2003
Working Paper Series
Smith School of Business and University of South Carolina - Darla Moore School of Business
Downloads
749
39.
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
728
40.
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
713
41.
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
711
42.
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
711
43.
Trust and Distrust in Work Relationships: A Grounded Approach
IACM 18th Annual Conference
Number of pages: 20
Posted: 05 Jun 2005
Working Paper Series
Indiana University - Kelley School of Business - Management & Entrepreneurship and Ohio State University (OSU) - Human Resource Research
Downloads
699
44.
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
698
45.
Conflict Management for Individual Problem Solving and Team Innovation in China
16th Annual IACM Conference Melbourne, Australia
Number of pages: 43
Posted: 07 Jun 2003
Working Paper Series
Lingnan University, Hong Kong, Sun Yat-Sen University (SYSU) - Department of Management and Sun Yat-Sen University (SYSU) - Department of Management
Downloads
695
46.
Organizational Justice and Dispute Resolution: A Six-Factor Model for Workplace Mediation
IACM 18th Annual Conference
Number of pages: 29
Posted: 07 Jun 2005
Working Paper Series
Indiana University Bloomington - School of Public & Environmental Affairs (SPEA), Indiana University Bloomington - School of Public & Environmental Affairs (SPEA) and Indiana University Bloomington - School of Public & Environmental Affairs (SPEA)
Downloads
692
47.
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
674
48.
Identifying Exogenous Cultural Variables in Ethical Decision Making in Negotiation: A Qualitative Study of Differences between Australia and China
16th Annual IACM Conference Melbourne, Australia
Number of pages: 12
Posted: 07 Jun 2003
Working Paper Series
Queensland University of Technology - School of International Business, Melbourne Business School - University of Melbourne and ENS International
Downloads
664
49.
Power and Overconfidence
IACM 2007 Meetings Paper
Number of pages: 22
Posted: 04 Mar 2008
Working Paper Series
Northwestern University - Kellogg School of Management and Columbia Business School - Management
Downloads
662
50.
A Disputing Perspective on Post-Merger Integration
IACM 18th Annual Conference
Number of pages: 29
Posted: 06 Jun 2005
Working Paper Series
EM Lyon (Ecole de Management de Lyon)
Downloads
661
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