Anne L. Lytle

Melbourne Business School - University of Melbourne

Adjunct Faculty

200 Leicester Street

Carlton, VIC 3053

Australia

SCHOLARLY PAPERS

8

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SSRN CITATIONS

2

CROSSREF CITATIONS

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Scholarly Papers (8)

1.

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
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 682 (40,107)

Abstract:

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Cultural exogenous variables, ethics, negotiation

2.

Intracultural and Intercultural Negotiations

IACM 2006 Meetings Paper
Number of pages: 25 Posted: 14 Jun 2006
Anne L. Lytle and Harold W. Willaby
Melbourne Business School - University of Melbourne and University of Sydney, Faculty of Science
Downloads 624 (45,162)
Citation 2

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negotiation process, culture, negotiation tactics

3.

Exploring the Range of Unethical Bargaining Tactics Across Cultures: A Sino-Australian Study

IACM 15th Annual Conference
Number of pages: 10 Posted: 15 Apr 2002
Anne L. Lytle and Cheryl Rivers
Melbourne Business School - University of Melbourne and Queensland University of Technology - School of International Business
Downloads 604 (47,121)

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Culture, negotiation, ethics

4.

Friendly Threats? The Linking of Threats and Promises in Negotiation

IACM 18th Annual Conference
Number of pages: 10 Posted: 06 Jun 2005
Anne L. Lytle and Shirli Kopelman
Melbourne Business School - University of Melbourne and University of Michigan, Stephen M. Ross School of Business
Downloads 458 (66,716)

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threats, promises, emotions

5.

When Cultures Clash Electronically: The Impact of E-Mail and Culture on Negotiation Behavior

Dispute Resolution Research Center Working Paper No. 302
Number of pages: 39 Posted: 24 Jan 2007
Duke University - Fuqua School of Business, Northwestern University - Kellogg School of Management, Milgard School of Business, University of Washington, Tacoma and Melbourne Business School - University of Melbourne
Downloads 454 (67,450)
Citation 2

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culture, e-mail, negotiations, aggressive offers, individual gains, opening offers, distributive negotiations, values, norms, Hong Kong Chinese, face-to-face

6.

Ethical Marginal Tactics and Developing the Sins Scale: Incorporating an Australian Perspective

16th Annual IACM Conference Melbourne, Australia
Number of pages: 8 Posted: 07 Jun 2003
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 365 (87,245)

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Negotiation Ethics, Ethically Marginal Tactics

7.

Identity Conflict in Negotiations

IACM 2006 Meetings Paper
Number of pages: 9 Posted: 12 Jul 2006
Vera Sacharin, Anne L. Lytle and Shirli Kopelman
University of Michigan at Ann Arbor, Melbourne Business School - University of Melbourne and University of Michigan, Stephen M. Ross School of Business
Downloads 188 (172,421)

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8.

Third Party Interventions: Implications of Cultural Context

IACM 2006 Meetings Paper
Number of pages: 3 Posted: 13 Jul 2006
University of Sydney, Faculty of Science, Michigan State University - Department of Management, Melbourne Business School - University of Melbourne and Baylor University
Downloads 139 (222,886)

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Third party intervention, culture, ADR