Leigh Thompson

Northwestern University - Kellogg School of Management

Professor

2001 Sheridan Road

Donald P. Jacobs Center

Evanston, IL 60208

United States

http://www.LeighThompson.com

  • Northwestern University - Kellogg School of Management

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    • Tel: 847-467-3505
    • Fax: 847-491-8896
SCHOLARLY PAPERS

11

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CITATIONS
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39

Scholarly Papers (11)

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1.

The Enlightened Negotiator: What is the Best Type of Interaction?

16th Annual IACM Conference Melbourne, Australia
Number of pages: 18 Posted: 07 Jun 2003
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 1,377 (13,217)
Citation 1

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Negotiation, communication style, relationship

2.

Gender Stereotype Activation and Power in Mixed-Gender Negotiations

IACM 15th Annual Conference
Number of pages: 28 Posted: 29 Mar 2002
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 916 (24,448)
Citation 1

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Negotiations, power, stereotypes, gender

3.

Avoiding the Agreement Trap: Teams Facilitate Impasse in Negotiations with Negative Bargaining Zones

Cohen, T. R., Leonardelli, G. J., & Thompson, L. (2014). Avoiding the agreement trap: Teams facilitate impasse in negotiations with negative bargaining zones. Negotiation and Conflict Management Research, 7(4), 232-242, A prior version of this paper was presented at the 2010 IACM conference.
Number of pages: 24 Posted: 21 May 2010 Last Revised: 09 Jan 2015
Taya R. Cohen, Geoffrey J. Leonardelli and Leigh Thompson
Carnegie Mellon University, Tepper School of Business, University of Toronto - Rotman School of Management and Northwestern University - Kellogg School of Management
Downloads 421 (68,017)

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agreement bias; agreement trap; negotiation; impasse; teams; groups

4.

Interdependent Self-Construals Increase the Benevolent Use of Power in a Dispute Resolution

AoM Conflict Management Division 2002 Mtgs. No. 13927
Number of pages: 24 Posted: 06 Aug 2002
Elizabeth Seeley, Wendi L. Gardner and Leigh Thompson
Northwestern University - Department of Psychology, Northwestern University - Department of Psychology and Northwestern University - Kellogg School of Management
Downloads 367 (79,999)
Citation 2

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Interdependence, power, dispute resolution

5.

Taking Stereotypes Out of Stereotype Threat: The Effect of Role-Based Expectations

16th Annual IACM Conference Melbourne, Australia
Number of pages: 23 Posted: 21 May 2003
Adam D. Galinsky, Leigh Thompson and Laura Kray
Columbia Business School - Management, Northwestern University - Kellogg School of Management and Berkeley-Haas Management of Organizations
Downloads 276 (109,658)
Citation 1

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Negotiations, Stereotype Threat, Self-Affirmation

6.

Status Differences in the Cognitive Activation of Social Networks

Organization Science, Forthcoming
Number of pages: 34 Posted: 23 Sep 2010
Edward (Ned) Smith, Tanya Menon and Leigh Thompson
Northwestern University, University of Chicago - Booth School of Business and Northwestern University - Kellogg School of Management
Downloads 120 (231,832)
Citation 2

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Networks, Cognition, Status, Job Search

7.

A Look into the Mind of the Negotiator: Mental Models in Negotiation

Group Processes and Interpersonal Relations, Vol. 6, pp. 387-404, 2003
Number of pages: 18 Posted: 18 Feb 2010
Leigh Thompson and Leaf Van Boven
Northwestern University - Kellogg School of Management and University of Colorado Boulder
Downloads 96 (270,791)

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experience, integrative, mental models, negotiation, problem-solving, training

8.

When are Teams an Asset in Negotiations and When are They a Liability?

E. A. Mannix, M. A. Neale, J. R. Overbeck (Eds.), Research on Managing Groups and Teams: Negotiation and Groups, Vol. 14 (pp. 3-34). Bingley, United Kingdom: Emerald Group Publishing, 2011
Number of pages: 49 Posted: 08 May 2014
Taya R. Cohen and Leigh Thompson
Carnegie Mellon University, Tepper School of Business and Northwestern University - Kellogg School of Management
Downloads 93 (276,527)

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teams, groups, negotiation, prisoner’s dilemma game, dispute resolution,

9.

Short Horizons and Tempting Situations: Lack of Continuity to Our Future Selves Leads to Unethical Decision Making and Behavior

Organizational Behavior and Human Decision Processes, 117, 298-310, 2012, DOI: 10.1016/j.obhdp.2011.11.002
Number of pages: 59 Posted: 25 Jun 2014 Last Revised: 12 Jul 2014
Hal Hershfield, Taya R. Cohen and Leigh Thompson
University of California, Los Angeles (UCLA) - Marketing Area, Carnegie Mellon University, Tepper School of Business and Northwestern University - Kellogg School of Management
Downloads 69 (330,192)

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Future, self-continuity, Unethical decision making, Intertemporal choice, Unethical behavior, Ethical decision making

10.

Barriers to Resolution in Ideologically Based Negotiations: The Role of Values and Institutions

Academy of Management Review, 27 (1): 41-57 Date: March 1, 2001, Ross School of Business Paper No. 1357
Number of pages: 40 Posted: 31 Mar 2017
Kimberly A. Wade-Benzoni, Andrew John Hoffman, Leigh Thompson, Don A. Moore, James Gillespie and Max H. Bazerman
Duke University - Fuqua School of Business, University of Michigan, Stephen M. Ross School of Business, Northwestern University - Kellogg School of Management, University of California, Berkeley - Haas School of Business, Northwestern University - Kellogg School of Management and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 17 (536,806)
Citation 1

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Negotiations, Dispute resolution, Ideologically based disputes, values

11.

Negotiation

Annual Review of Psychology, Vol. 61, pp. 491-515, 2010
Posted: 04 Jun 2010
Leigh Thompson, Jiunwen Wang and Brian Gunia
Northwestern University - Kellogg School of Management, Northwestern University and Northwestern University - Kellogg School of Management

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