Philip Smith

University of Melbourne - Department of Psychology

School of Behavioural Science

Victoria 3010

Australia

SCHOLARLY PAPERS

7

DOWNLOADS
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in Total Papers Downloads

2,000

CITATIONS
Rank 25,409

SSRN RANKINGS

Top 25,409

in Total Papers Citations

10

Scholarly Papers (7)

1.

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
Mara Olekalns, Feyona Lau and Philip Smith
University of Melbourne - Melbourne Business School, University of Melbourne - Department of Psychology and University of Melbourne - Department of Psychology
Downloads 836 (27,502)
Citation 2

Abstract:

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Trust, negotiator cognition, power

2.

Loose with the Truth: Predicting Deception in Negotiation

IACM 18th Annual Conference
Number of pages: 31 Posted: 07 Jun 2005
Mara Olekalns and Philip Smith
University of Melbourne - Melbourne Business School and University of Melbourne - Department of Psychology
Downloads 311 (95,333)
Citation 5

Abstract:

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Dyadic negotiation, deception, trust

3.

Trust, Power (A)Symmetry and Misrepresentation in Negotiation

IACM 2006 Meetings Paper
Number of pages: 30 Posted: 12 Jul 2006
Mara Olekalns and Philip Smith
University of Melbourne - Melbourne Business School and University of Melbourne - Department of Psychology
Downloads 253 (118,750)
Citation 1

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4.

Moments in Time: Turning Points, Trust and Outcomes in Dyadic Negotiations

Number of pages: 35 Posted: 24 Sep 2002
Mara Olekalns and Philip Smith
University of Melbourne - Melbourne Business School and University of Melbourne - Department of Psychology
Downloads 246 (122,110)
Citation 2

Abstract:

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negotiation processes, turning points, trust, dyadic negotiation

5.

Preventing Betrayal and Promoting Trust: A Social Exchange Analysis of Strategic Focus in Negotiation

IACM 2007 Meetings Paper
Number of pages: 31 Posted: 05 Dec 2007
Mara Olekalns and Philip Smith
University of Melbourne - Melbourne Business School and University of Melbourne - Department of Psychology
Downloads 191 (155,815)
Citation 1

Abstract:

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Dyadic Negotiation, Special Exchange, Trust, Negotiation Tactics, Negotiation Theory

6.

Interpretive Filters: Social Cognition and the Impact of Turning Points in Negotiation

IACM 21st Annual Conference Paper
Number of pages: 34 Posted: 10 Nov 2008
Daniel Druckman, Mara Olekalns and Philip Smith
George Mason University - Department of Public & International Affairs, University of Melbourne - Melbourne Business School and University of Melbourne - Department of Psychology
Downloads 89 (281,120)
Citation 10

Abstract:

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7.

Negotiating Karma: Catalysts for Cooperative Behavior in Negotiation

IACM 23rd Annual Conference Paper
Number of pages: 30 Posted: 22 May 2010
Mara Olekalns, Philip Smith and Corinna Tsao
University of Melbourne - Melbourne Business School, University of Melbourne - Department of Psychology and University of Melbourne
Downloads 74 (314,058)

Abstract:

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