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

2,003

CITATIONS

4

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 837 (27,799)
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 (96,422)
Citation 1

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 254 (119,607)

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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 (123,548)

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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 (157,550)
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 90 (282,273)

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 (317,674)

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