SSRN International Association of Conflict Management Meetings (IACM)

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

Michael C. Jensen

SSRN

There are 3 versions of this paper

Downloads 13,296

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

Fernando Manuel Pereira de Oliveira Carvalho and Filipe Azevedo Sobral

Universidade de Coimbra - Faculty of Economics and University of Coimbra - Faculty of Economics

Downloads 3,192

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

Francesca Gino and Adam D. Galinsky

Harvard Business School and Columbia Business School - Management

Downloads 3,036

4.

Leadership Styles and Team Cohesiveness Across Cultures

IACM 17th Annual Conference Paper

Number of pages: 27 Posted: 30 Oct 2004

Working Paper Series

Hein Wendt, Martin Euwema and Olena Zhytnyk

Hay Group, Utrecht University - Department of Social and Organizational Psychology and Utrecht University - Department of Social and Organizational Psychology

Downloads 2,018

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

Karen Feste

University of Denver - International Studies

Downloads 1,776

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

Zhenzhong Ma

University of Windsor - Odette School of Business

Downloads 1,760

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

Leigh Anne Liu, Ray Friedman and Shu-Cheng Chi

Georgia State University - J. Mack Robinson College of Business, Vanderbilt University - Organizational Behavior and National Taiwan University - Department of Business Administration

Downloads 1,667

8.

Types of Conflict and Personal and Organizational Consequences

IACM 15th Annual Conference

Number of pages: 18 Posted: 29 Mar 2002

Working Paper Series

Inmaculada Fernández Jiménez de Cisneros, Miguel Á. Dorado, Ines Martinez, Francisco J. Medina and Lourdes Munduate Jaca

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 1,602

9.

Cultural Intelligence in International Business Negotiation

IACM 2006 Meetings Paper

Number of pages: 24 Posted: 01 Jun 2006

Working Paper Series

Wu Liu and Leigh Anne Liu

Hong Kong Polytechnic University and Georgia State University - J. Mack Robinson College of Business

Downloads 1,538

10.

The Role of Culture in the Negotiation Process

IACM 2006 Meetings Paper

Number of pages: 26 Posted: 13 Jul 2006

Working Paper Series

Marc-Antoine Vachon and Terri R. Lituchy

University of Quebec at Montreal (UQAM) - Department of Business Strategy and Concordia University, Quebec - John Molson School of Business

Downloads 1,427

11.

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

Mitchell Hammer

Hammer Consulting Group, LLC.

Downloads 1,391

12.

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

Gail Berger, Mary (Molly) C. Kern and Leigh Thompson

Northwestern University - Kellogg School of Management, Baruch College and Northwestern University - Kellogg School of Management

Downloads 1,328

13.

Functional and Dysfunctional Strategies for Managing Conflict

IACM 23rd Annual Conference Paper

Number of pages: 15 Posted: 23 May 2010

Working Paper Series

M. Afzalur Rahim

Western Kentucky University

Downloads 1,195

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

Malcolm Clark and Anthony E. Boardman

Edith Cowan University, Western Australia and University of British Columbia (UBC) - Division of Strategy and Business Economics

Downloads 1,157

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

Hannah C. Riley and Linda Babcock

Harvard University - Harvard Kennedy School (HKS) and Carnegie Mellon University - H. John Heinz III School of Public Policy and Management

Downloads 1,129

16.

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

James K. Sebenius

HBS Negotiations, Organizations and Markets Unit

Downloads 1,082

17.

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

Gerben A. van Kleef, Carsten K. W. De Dreu and Antony S. R. Manstead

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

Downloads 1,078

18.

Lying, Cheating, Foreigners!! Negotiation Ethics Across Cultures

IACM 18th Annual Conference

Number of pages: 30 Posted: 05 Jun 2005

Working Paper Series

Cheryl Rivers

Queensland University of Technology - School of International Business

Downloads 1,019

19.

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

Linda Steele

University of the West Indies (Saint Augustine)

Downloads 997

20.

Strategic Negative Emotion in Negotiation

IACM 17th Annual Conference Paper

Number of pages: 21 Posted: 25 Oct 2004

Working Paper Series

Shu Li and Michael Roloff

Northwestern University - Department of Communication Studies and Northwestern University - Department of Communication Studies

Downloads 989

21.

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

Dafna Eizen and Helena Syna Desivilya

University of Haifa and Max Stern Academic College of Emek Yezreel - Sociology and Anthropology

Downloads 963

22.

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

Roy J. Lewicki and Edward C. Tomlinson

Ohio State University (OSU) - Human Resource Research and John Carroll University - Boler School of Business

Downloads 963

23.

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

M. Afzalur Rahim and Clement Psenicka

Western Kentucky University and Youngstown State University - Department of Management

Downloads 945

24.

Characteristics of Skilled Negotiators: An Empirical Study

IACM 15th Annual Conference

Number of pages: 29 Posted: 29 Mar 2002

Working Paper Series

Filipe Azevedo Sobral and Fernando Manuel Pereira de Oliveira Carvalho

University of Coimbra - Faculty of Economics and Universidade de Coimbra - Faculty of Economics

Downloads 942

25.

First Offers in Negotiations: Determinants and Effects

16th Annual IACM Conference Melbourne, Australia

Number of pages: 26 Posted: 06 Jun 2003

Working Paper Series

John M. Oesch and Adam D. Galinsky

University of Toronto - Rotman School of Management and Columbia Business School - Management

Downloads 936

26.

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

Butaga Punturaumporn and Claudia L. Hale

Citibank, N.A. and Ohio University, Department of Interpersonal Communication

Downloads 921

27.

Demographic Differences and Perceptions of Performance Appraisal Practices

IACM 15th Annual Conference

Number of pages: 32 Posted: 22 Mar 2002

Working Paper Series

Deanna Geddes and Alison M. Konrad

Temple University - Department of Human Resource Management and University of Western Ontario - Richard Ivey School of Business

Downloads 912

28.

New Trends in Negotiation Teaching

IACM 24th Annual Conference Paper

Number of pages: 10 Posted: 26 Jun 2011

Working Paper Series

Noam Ebner

Creighton University Graduate School - Department of Interdisciplinary Studies

Downloads 902

29.

Gender Stereotype Activation and Power in Mixed-Gender Negotiations

IACM 15th Annual Conference

Number of pages: 28 Posted: 29 Mar 2002

Working Paper Series

Laura Kray, Jochen M. Reb, Adam D. Galinsky and Leigh Thompson

Berkeley-Haas Management of Organizations, affiliation not provided to SSRN, Columbia Business School - Management and Northwestern University - Kellogg School of Management

Downloads 881

30.

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

Victoria Husted Medvec, Geoffrey J. Leonardelli, Adam D. Galinsky and Aletha Claussen-Schulz

Northwestern University - Kellogg School of Management, University of Toronto, Columbia Business School - Management and affiliation not provided to SSRN

Downloads 874

31.

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

Joseph C. Magee and Adam D. Galinsky

New York University (NYU) - Leonard N. Stern School of Business and Columbia Business School - Management

Downloads 832

32.

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

Mara Olekalns, Feyona Lau and Philip Smith

Melbourne Business School, University of Melbourne - Department of Psychology and University of Melbourne - Department of Psychology

Downloads 812

33.

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

Helena Syna Desivilya and Dana Yagil

Max Stern Academic College of Emek Yezreel - Sociology and Anthropology and University of Haifa

Downloads 808

34.

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

Deepak K. Malhotra

Harvard Business School - Negotiation, Organizations & Markets Unit

Downloads 774

35.

Mobbing: A Cultural Approach of Conflict in Work Organizations

IACM 18th Annual Conference

Number of pages: 4 Posted: 06 Jun 2005

Working Paper Series

F. Manuel Montalbán and Maria Auxiliadora Durán

University of Malaga and University of Malaga

Downloads 759

36.

A Multi-faceted Approach to Process Conflict

IACM 15th Annual Conference

Number of pages: 31 Posted: 25 Mar 2002

Working Paper Series

Kristin M. Jackson, Elizabeth A. Mannix, Randall S. Peterson and William M. K. Trochim

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

37.

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

Susan Brodt and M. Audrey Korsgaard

Queen's School of Business and University of South Carolina - Darla Moore School of Business

Downloads 736

38.

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

Gerben A. van Kleef

University of Amsterdam - Department of Psychology

Downloads 730

39.

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

Chiharu Okajima

George Mason University

Downloads 705

40.

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

Paul L. Warren

Mediation & Arbitration Services of Virginia, LLC - Norfolk Office

Downloads 697

41.

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

Steven Mestdagh and Marc Buelens

Vlerick Leuven Gent Management School and Vlerick Leuven Gent Management School

Downloads 693

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

Ray Friedman and Steven C. Currall

Vanderbilt University - Organizational Behavior and University College London - Faculty of Engineering Sciences

Downloads 692

43.

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

Gerben A. van Kleef, Carsten K. W. De Dreu and Antony S. R. Manstead

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

Downloads 692

44.

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

Dean Tjosvold, Yifeng Chen and Zi-you Yu

Lingnan University, Hong Kong, Zhongshan University - Department of Management and Zhongshan University - Department of Management

Downloads 684

45.

Trust and Distrust in Work Relationships: A Grounded Approach

IACM 18th Annual Conference

Number of pages: 20 Posted: 05 Jun 2005

Working Paper Series

Carolyn M. Wiethoff and Roy J. Lewicki

Indiana University - Kelley School of Business - Management & Entrepreneurship and Ohio State University (OSU) - Human Resource Research

Downloads 677

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

Tina Nabatchi, Lisa Blomgren Amsler (formerly Bingham) and David H. Good

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 676

47.

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

Cheryl Rivers, Anne L. Lytle and Michael J.V. Hudson

Queensland University of Technology - School of International Business, Melbourne Business School - University of Melbourne and ENS International

Downloads 655

48.

A Disputing Perspective on Post-Merger Integration

IACM 18th Annual Conference

Number of pages: 29 Posted: 06 Jun 2005

Working Paper Series

Katty Marmenout

EM Lyon (Ecole de Management de Lyon)

Downloads 653

49.

Leader Power, Followers' Conflict Management Strategies, and Propensity to Leave a Job: A Cross-Cultural Study

IACM 17th Annual Conference Paper

Number of pages: 34 Posted: 22 Aug 2004

Working Paper Series

M. Afzalur Rahim

Western Kentucky University

Downloads 643

50.

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

Lakshmi Ramarajan, Katerina Bezrukova, Karen A. Jehn, Martin Euwema and Nicolien Kop

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

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