Ray Friedman

Vanderbilt University - Organizational Behavior

Brownlee O. Currey Professor of Management

401 21st Avenue South

Nashville, TN 37203

United States

http://mba.vanderbilt.edu/faculty/rfriedman.cfm

SCHOLARLY PAPERS

50

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160

Scholarly Papers (50)

1.

Negotiating in Different Cultures: are Western Personality Dimensions Relevant in Chinese Culture?

IACM 15th Annual Conference
Number of pages: 33 Posted: 15 Apr 2002
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 1,726 (9,338)

Abstract:

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Personality, cross-cultural comparison, negotiation

2.

Bargainer Characteristics in Distributive and Integrative Negotiation

Journal of Personality and Social Psychology, Vol. 74, No. 2, pp. 345-359, 1998
Number of pages: 15 Posted: 19 Oct 2006
Bruce Barry and Ray Friedman
Vanderbilt University - Owen Graduate School of Management and Vanderbilt University - Organizational Behavior
Downloads 1,248 (15,637)
Citation 1

Abstract:

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negotiation,personality,cognitive ability,distributive,integrative

3.

What Goes Around Comes Around: the Impact of Personal Conflict Style on Work Conflict and Stress

The International Journal of Conflict Management, Vol. 11, No. 1, pp. 32-55, 2000
Number of pages: 24 Posted: 17 Oct 2006
Vanderbilt University - Organizational Behavior, Vanderbilt University - Vanderbilt Institute for Public Policy Studies, University College London - Faculty of Engineering Sciences and Vanderbilt University
Downloads 1,082 (19,414)
Citation 3

Abstract:

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stress, conflict, style

4.

E-Mail Escalation: Dispute Exacerbating Elements of Electronic Communication

IACM 15th Annual Conference
Number of pages: 39 Posted: 22 Mar 2002
Ray Friedman and Steven C. Currall
Vanderbilt University - Organizational Behavior and University College London - Faculty of Engineering Sciences
Downloads 726 (34,274)
Citation 1

Abstract:

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conflict, e-mail, escalation, CMC, computers

5.

Conflict Style and Coping with Role Conflict: An Extension of the Uncertainty Model of Work Stress

International Journal of Conflict Management, Vol. 13, No. 3, pp. 236-257, 2002
Number of pages: 23 Posted: 19 Oct 2006
Simon T. Tidd and Ray Friedman
Vanderbilt University - Vanderbilt Institute for Public Policy Studies and Vanderbilt University - Organizational Behavior
Downloads 720 (34,649)

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stress, role, conflict, uncertainty, personality

6.

The Team Negotiation Challenge: Defining and Managing the Internal Challenges of Negotiating Teams

IACM 21st Annual Conference Paper
Number of pages: 33 Posted: 14 Nov 2008
Kristin Behfar, Ray Friedman and Jeanne M. Brett
University of California, Irvine, Vanderbilt University - Organizational Behavior and Northwestern University - Kellogg School of Management
Downloads 692 (36,557)
Citation 7

Abstract:

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Conflict Escalation: Dispute Exacerbating Elements of E-Mail Communication

Number of pages: 37 Posted: 03 Jan 2004
Ray Friedman and Steven C. Currall
Vanderbilt University - Organizational Behavior and University College London - Faculty of Engineering Sciences
Downloads 578 (45,787)
Citation 5

Abstract:

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Conflict, e-mail, escalation

Conflict Escalation: Dispute Exacerbating Elements of E-Mail Communication

Human Relations, Vol. 56, No. 11, November 2003
Posted: 14 Jan 2004
Ray Friedman and Steven C. Currall
Vanderbilt University - Organizational Behavior and University College London - Faculty of Engineering Sciences

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Conflict, e-mail, escalation, disputes, cmc

8.

Good Karma: How Individuals Construct Schemas of Reputation in Negotiation Contexts

16th Annual IACM Conference Melbourne, Australia
Number of pages: 13 Posted: 07 Jun 2003
Nathan Goates, Bruce Barry and Ray Friedman
Independent, Vanderbilt University - Owen Graduate School of Management and Vanderbilt University - Organizational Behavior
Downloads 502 (55,523)
Citation 3

Abstract:

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reputation, schema, gender

9.

Explaining the Chinese Preference for Conflict Avoiding: an Exploration of Five Alternative Models

IACM 15th Annual Conference
Number of pages: 33 Posted: 20 Mar 2002
Ray Friedman and Shu-Cheng Chi
Vanderbilt University - Organizational Behavior and National Taiwan University - Department of Business Administration
Downloads 500 (55,808)

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Culture, conflict avoiding, Chinese, rationality

10.

The Positive and Negative Effects of Anger on Dispute Resolution: Evidence from Electronically Mediated Disputes

Journal of Applied Psychology, Vol. 89, No. 2, pp. 369-376, 2004
Number of pages: 8 Posted: 17 Oct 2006
Vanderbilt University - Organizational Behavior, Northwestern University - Kellogg School of Management, University of California, Berkeley - Organizational Behavior & Industrial Relations Group, University of Melbourne - Melbourne Business School, Independent and Square Trade
Downloads 431 (67,018)
Citation 1

Abstract:

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anger,emotion,conflict,cmc,dispute resolution,mediation

11.

Examining the Positive and Negative Effects of Guanxi Practices

Asia Pacific Journal of Management 2011, 28: 715-735, Vanderbilt Owen Graduate School of Management Research Paper No. 2071329
Number of pages: 22 Posted: 31 May 2012 Last Revised: 07 Feb 2013
Ying Chen, Ray Friedman, Enhai Yu and Fubin SUN
Vanderbilt University, Vanderbilt University - Organizational Behavior, North China Electric Power University and School of Management, Xi'an Jiaotong University
Downloads 346 (86,724)
Citation 1

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Guanxi, Guanxi practice, Procedural justice

12.

Differentiation of Boundary Spanning Roles: Labor Negotiations and Implications for Role Conflict

Administrative Science Quarterly, Vol. 37, pp. 28-47, 1992
Number of pages: 20 Posted: 11 Oct 2006
Ray Friedman and Joel M. Podolny
Vanderbilt University - Organizational Behavior and Yale School of Management
Downloads 338 (89,042)
Citation 2

Abstract:

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labor,negotiation,role,conflict,boundary spanning,groups

13.

Culture, Accountability and Group Membership: A Dynamic Constructivist Approach to Cross-Cultural Negotiation

22nd Annual IACM Conference Paper
Number of pages: 32 Posted: 25 Oct 2009 Last Revised: 20 Nov 2012
Wu Liu, Ray Friedman and Ying-Yi Hong
Hong Kong Polytechnic University, Vanderbilt University - Organizational Behavior and Nanyang Technological University (NTU) - Nanyang Business School
Downloads 266 (115,422)

Abstract:

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14.

Tortoise Or Hare? a Study of the Speed to Resolution in On-Line Disputes

IACM 17th Annual Conference Paper
Number of pages: 34 Posted: 10 Oct 2004
Northwestern University - Kellogg School of Management, University of Melbourne - Melbourne Business School, Independent, Vanderbilt University - Organizational Behavior and Square Trade
Downloads 266 (115,422)

Abstract:

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dispute resolution, online, emotion, mediation, face

15.

The Effects of Network Groups on Minority Employee Turnover Intentions

Human Resource Management, Vol. 41, No. 4, pp. 405-421, Winter 2002
Number of pages: 17 Posted: 11 Oct 2006
Ray Friedman and Brooks Holtom
Vanderbilt University - Organizational Behavior and Georgetown University - Department of Management
Downloads 252 (122,085)

Abstract:

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turnover, race, Asian, black, Hispanic, networks

16.

Biculturalism in Management: Leveraging the Benefits of Intrapersonal Diversity

UNDERSTANDING CULTURE: THEORY, RESEARCH, AND APPLICATION, pp. 343-360, Robert S. Wyer, Chi-yue Chiu and Ying-yi Hong, eds., Psychology Press, 2009
Number of pages: 18 Posted: 07 Jun 2012
Ray Friedman and Wu Liu
Vanderbilt University - Organizational Behavior and Hong Kong Polytechnic University
Downloads 251 (122,547)

Abstract:

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17.

The 'Obama Effect': How a Salient Role Model Reduces Race-Based Performance Differences

Journal of Experimental Social Psychology 45 (2009) 953-956
Number of pages: 4 Posted: 06 Jun 2012
David Marx, Sei Jin Ko and Ray Friedman
San Diego State University, Northwestern University - Kellogg School of Management and Vanderbilt University - Organizational Behavior
Downloads 206 (148,643)
Citation 1

Abstract:

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18.

An Expectancy Model of Chinese-American Differences in Conflict-Avoiding

Journal of International Business Studies, Vol. 37, pp. 76-91, 2006
Number of pages: 16 Posted: 06 Oct 2006
Ray Friedman, Shu-Cheng Chi and Leigh Anne Liu
Vanderbilt University - Organizational Behavior, National Taiwan University - Department of Business Administration and Georgia State University - J. Mack Robinson College of Business
Downloads 200 (152,859)

Abstract:

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culture, conflict, avoiding, Chinese, guanxi

19.

The Matter of Constituents' Behavior when Negotiating Through Agents: an Empirical Investigation

IACM 18th Annual Conference
Number of pages: 14 Posted: 25 May 2005
Ray Friedman and Nathan Goates
Vanderbilt University - Organizational Behavior and Independent
Downloads 198 (154,317)

Abstract:

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Agent, constituent, negotiation

20.

Studying Negotiations in Context: an Ethnographic Approach

International Negotiation, Vol. 9, pp. 375-384, 2004
Number of pages: 10 Posted: 17 Oct 2006
Ray Friedman
Vanderbilt University - Organizational Behavior
Downloads 171 (176,154)

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methods, negotiation, mediation, ethnography, field work, social context, qualitative method

21.

The Downside of Organizational Identification: Collective Shame and Turnover During Organizational Mistakes

IACM 23rd Annual Conference Paper
Number of pages: 36 Posted: 25 May 2010
Shu-Cheng Chi, Ray Friedman and Hsin-hsin Lo
National Taiwan University - College of Management, Vanderbilt University - Organizational Behavior and Ching Yun University
Downloads 169 (178,004)

Abstract:

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22.

Chinese and American Arbitrators: Examining the Effects of Attributions and Culture on Award Decisions

IACM 18th Annual Conference
Number of pages: 34 Posted: 24 May 2005
Ray Friedman, Wu Liu, Chao C. Chen and Shu-Cheng Chi
Vanderbilt University - Organizational Behavior, Hong Kong Polytechnic University, Rutgers, The State University of New Jersey - Management & Global Business and National Taiwan University - Department of Business Administration
Downloads 165 (181,642)
Citation 1

Abstract:

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Arbitration, attribution, cross-cultural,Chinese,cognition

23.

Chinese and American Arbitrators: Examining the Effects of Attributions on Award Decisions

IACM 17th Annual Conference Paper
Number of pages: 18 Posted: 10 Oct 2004
Ray Friedman, Chao C. Chen, Shu-Cheng Chi and Wu Liu
Vanderbilt University - Organizational Behavior, Rutgers, The State University of New Jersey - Management & Global Business, National Taiwan University - Department of Business Administration and Hong Kong Polytechnic University
Downloads 146 (201,175)

Abstract:

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Arbitration, Attribution, Cross-culture

24.

Choosing Your Words Carefully: Managing 'Face' During On-Line Dispute Resolution

IACM 2007 Meetings Paper
Number of pages: 29 Posted: 30 Mar 2008
Ray Friedman, Mara Olekalns and Se Hyung Oh
Vanderbilt University - Organizational Behavior, University of Melbourne - Melbourne Business School and Vanderbilt University
Downloads 144 (203,471)

Abstract:

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25.

Sticks and Stones: Language, Face, and Online Dispute Resolution

Academy of Management Journal, 2007, Vol. 50, No. 1, 85-99
Number of pages: 16 Posted: 05 Jun 2012
Northwestern University - Kellogg School of Management, University of Melbourne - Melbourne Business School, Vanderbilt University - Organizational Behavior, Independent, University of California, Berkeley - Organizational Behavior & Industrial Relations Group and Square Trade
Downloads 137 (211,933)
Citation 2

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26.

Explaining Incivility in the Workplace: The Effects of Personality and Culture

Negotiation and Conflict Management Research, 2009, Vol. 2, No. 2, Pgs. 164-184
Number of pages: 21 Posted: 06 Jun 2012
Wu Liu, Shu-Cheng Chi, Ray Friedman and Ming-Hong Tsai
Hong Kong Polytechnic University, National Taiwan University - Department of Business Administration, Vanderbilt University - Organizational Behavior and National Taiwan University - Department of Business Administration
Downloads 131 (219,603)

Abstract:

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incivility, aggression, achievement orientation

27.

Racial Differences in Sensitivity to Behavioral Integrity: Attitudal Consequences, In-Group Effects and Trickle Down among Black and Non-Black Employees

Number of pages: 56 Posted: 19 Oct 2006
Cornell University, Vanderbilt University - Organizational Behavior, Georgia State University - J. Mack Robinson College of Business and Washington University in St. Louis - John M. Olin Business School
Downloads 124 (229,033)
Citation 1

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race,behavioral integrity,diversity,justice,black

28.

Casual Attribution for Inter-Firm Contract Violation: A Comparative Study of Chinese and American Commercial Arbitrators

Number of pages: 32 Posted: 18 Oct 2006
Ray Friedman, Wu Liu, Chao C. Chen and Shu-Cheng Chi
Vanderbilt University - Organizational Behavior, Hong Kong Polytechnic University, Rutgers, The State University of New Jersey - Management & Global Business and National Taiwan University - Department of Business Administration
Downloads 123 (230,443)

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Arbitration, Attribution, Chinese, Culture, Cross-cultural, Ambiguity

29.

The Importance of Behavioral Integrity in a Multicultural Workplace

Cornell Hospitality Report, Vol. 8, No. 17, 2008
Number of pages: 11 Posted: 09 Jun 2012
Cornell University, Vanderbilt University - Organizational Behavior, Georgia State University - J. Mack Robinson College of Business and Washington University in St. Louis - John M. Olin Business School
Downloads 88 (289,844)

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30.

Culture and Accountability in Negotiation: Recognizing the Importance of In-Group Relations

Organizational Behavior and Human Decision Processes 2012,117: 221-234, Vanderbilt Owen Graduate School of Management Research Paper No. 2012-05
Number of pages: 15 Posted: 01 Jun 2012 Last Revised: 12 Dec 2012
Wu Liu, Ray Friedman and Ying-Yi Hong
Hong Kong Polytechnic University, Vanderbilt University - Organizational Behavior and Nanyang Technological University (NTU) - Nanyang Business School
Downloads 82 (302,840)

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31.

Predicting Store Profit and Customer Satisfaction: The Moderating Role of Customer BATNA and Salesperson's Job Attitude

IACM 23rd Annual Conference Paper
Number of pages: 29 Posted: 21 May 2010
Shu-Cheng Chi, Ray Friedman and Huei-Lin Shih
National Taiwan University - College of Management, Vanderbilt University - Organizational Behavior and National Taiwan University
Downloads 81 (304,971)

Abstract:

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32.

Supervisor-Subordinate Guanxi: Developing a Three-Dimensional Model and Scale

Management and Organization Review, Vol. 5, Issue 3, 375-399, 2009
Number of pages: 25 Posted: 07 Jun 2012
Vanderbilt University, Vanderbilt University - Organizational Behavior, North China Electric Power University, Beihang University (BUAA) and Capital University
Downloads 78 (311,867)
Citation 1

Abstract:

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33.

Cross-Cultural Management and Bicultural Identity Integration: When Does Experience Abroad Lead to Appropriate Cultural Switching?

International Journal of Intercultural Relations 36 (2012) 130– 139
Number of pages: 10 Posted: 01 Jun 2012
Vanderbilt University - Organizational Behavior, Hong Kong Polytechnic University, National Taiwan University - Department of Business Administration, Nanyang Technological University (NTU) - Nanyang Business School and Independent
Downloads 70 (331,628)

Abstract:

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34.

When Excuses Don't Work: the Persistent Injustice Effect Among Black Managers

Administrative Science Quarterly, Vol. 154, No. 43, pp. 154-183, 1998
Number of pages: 30 Posted: 19 Oct 2006
Martin N. Davidson and Ray Friedman
University of Virginia - Darden School of Business and Vanderbilt University - Organizational Behavior
Downloads 68 (336,794)
Citation 7

Abstract:

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race,black,justice,excuses,social accounts,empathy,diversity

35.

Cross-Cultural Difference in Reactions to Facework During Services Failures

Negotiation and Conflict Management Research 2011, 4, 4: 352-380
Number of pages: 29 Posted: 01 Jun 2012
Ray Friedman, Mara Olekalns and Se Hyung Oh
Vanderbilt University - Organizational Behavior, University of Melbourne - Melbourne Business School and Vanderbilt University
Downloads 65 (344,857)

Abstract:

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face, culture, dispute resolution, service failures

36.

From Self-To-Other-Centric: The Impact of Team (Dis)Satisfaction and Psychological Safety on Performance Evaluation Biases

Vanderbilt Owen Graduate School of Management Research Paper No. 2329776
Number of pages: 28 Posted: 26 Sep 2013 Last Revised: 07 Nov 2013
Kristin Behfar, Ray Friedman and Se Hyung Oh
University of California, Irvine, Vanderbilt University - Organizational Behavior and Vanderbilt University
Downloads 60 (359,173)

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self-serving bias, ego-centric bias, teams, psychological safety

37.

Social Support and Career Optimism: Examining the Effectiveness of Network Groups Among Black Managers

Human Relations, Vol. 51, No. 9, 1998
Number of pages: 23 Posted: 17 Oct 2006
Vanderbilt University - Organizational Behavior, University of Texas at Dallas - Department of Sociology and Vanderbilt University - Sociology Department
Downloads 59 (362,157)

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career, race, networks,diversity,black

38.

Proactivity after a Rare Event: Examining the Role of Empathy and Attributions

IACM 24th Annual Conference Paper
Number of pages: 36 Posted: 27 Jun 2011
Shu-Cheng Chi, Ray Friedman and Chen Shu-chen
National Taiwan University - Department of Business Administration, Vanderbilt University - Organizational Behavior and affiliation not provided to SSRN
Downloads 44 (412,101)

Abstract:

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39.

Are Supervisors Fair Mediators? The Effects of Personality Traits and Age Difference on Expected Mediation Fairness

Social Behavior and Personality, 2009, 37(1), 59-72
Number of pages: 14 Posted: 07 Jun 2012
Shu-Cheng Chi, Ray Friedman and Mei-Yu Yang
National Taiwan University - Department of Business Administration, Vanderbilt University - Organizational Behavior and Chihlee Institute of Technology
Downloads 43 (415,814)

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40.

The Lingering Effects of the Recruitment Experience on the Long-Term Employment Relationship

Negotiation and Conflict Management Research, Vol. 1, No. 3, pp. 246-262, 2008
Number of pages: 17 Posted: 07 Jun 2012 Last Revised: 20 Nov 2012
Merideth J. Ferguson, Neta Moye and Ray Friedman
Baylor University, Vanderbilt University - Owen Graduate School of Management and Vanderbilt University - Organizational Behavior
Downloads 36 (443,802)

Abstract:

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41.

'Ren Qing' Versus the 'Big Five': The Role of Culturally Sensitive Measures of Individual Difference in Distributive Negotiations

Management and Organization Review, Vol. 1, No. 2, pp. 225-247, July 2005
Number of pages: 23 Posted: 19 Jul 2005
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 - College of Management
Downloads 26 (491,275)
Citation 4
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42.

Predicting Joining and Participating in Minority Employee Network Groups

Industrial Relations, Vol. 43, No. 4, pp. 793-816, October 2004
Number of pages: 24 Posted: 15 Sep 2004
Ray Friedman and Kellina M. Craig
Vanderbilt University - Organizational Behavior and Howard University - Department of Psychology
Downloads 13 (567,552)
Citation 1
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43.

Implicit Theories of Negotiation: Developing a Measure of Agreement Fluidity

Friedman, Pinkley, Bottom, Liu, & Gelfand. Implicit theories of negotiation: Developing a measure of agreement fluidity. Negotiation and Conflict Management Research, Forthcoming.
Number of pages: 47 Posted: 18 Sep 2019
Vanderbilt University - Organizational Behavior, Southern Methodist University (SMU) - Management and Organizations Department, Hong Kong Polytechnic University - Department of Management and Marketing and University of Maryland
Downloads 4 (626,525)

Abstract:

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negotiation, mindset, personality, entity theory, agreements, contract

44.

Supervisor–Subordinate Guanxi: Developing a Three-Dimensional Model and Scale

Management and Organization Review, Vol. 5, Issue 3, pp. 375-399, November 2009
Number of pages: 25 Posted: 28 Oct 2009
Vanderbilt University, Vanderbilt University - Organizational Behavior, North China Electric Power University, Beihang University (BUAA) and Capital University
Downloads 3 (634,519)
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45.

Paradoxical Relationships between Cultural Norms of Particularism and Attitudes Toward Relational Favoritism: A Cultural Reflectivity Perspective

Journal of Business Ethics, Vol. 130, No. 3, 2015
Posted: 03 Oct 2015 Last Revised: 11 Mar 2016
Rutgers, The State University of New Jersey - Management & Global Business, Quinnipiac University - School of Business, Vanderbilt University - Organizational Behavior, Florida International University (FIU) - Department of Management & International Business, Free University of Bozen-Bolzano - School of Economics and Management, China Europe International Business School (CEIBS) and Florida International University, College of Business Administration

Abstract:

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Culture, Cultural reflectivity, Ethical judgment, Guanxi, Jeitinho, Universalism–particularism, Procedural justice, Relational favoritism

46.

Vicarious Shame and Psychological Distancing Following Organizational Misbehavior

Motivation and Emotion, October 2015, Vol. 39, Issue 5, pp 795-812
Posted: 03 Oct 2015
Shu-Cheng Chi, Ray Friedman and Hsin-Hsin Lo
National Taiwan University - Department of Business Administration, Vanderbilt University - Organizational Behavior and Chien Hsin University, College of Management

Abstract:

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Vicarious shame, Organizational identification, Psychological distancing, Cutting off reflected failure, Taiwan

47.

Managing Co-Occurring Conflicts in Teams

Group Decision and Negotiation, Vol. 24, No. 5, September 8, 2015, Darden Business School Working Paper No. 2668218
Posted: 03 Oct 2015
Ray Friedman, Kristin Behfar and Jeanne M. Brett
Vanderbilt University - Organizational Behavior, University of Virginia - Darden School of Business and Northwestern University - Kellogg School of Management

Abstract:

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Conflict management, Negotiating teams, Team conflict, Team process

48.

How to Manage Your Negotiating Team

Harvard Business Review, Vol. 87, No. 9, 2009
Posted: 08 Jun 2012 Last Revised: 20 Nov 2012
Jeanne M. Brett, Ray Friedman and Kristin Behfar
Northwestern University - Kellogg School of Management, Vanderbilt University - Organizational Behavior and University of California, Irvine

Abstract:

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49.

Conflict Resolution Strategies of Chinese Private Entrepreneurs: The Role of Political Participation

22nd Annual IACM Conference
Posted: 19 Oct 2009
U. of Electronic Science and Technology of China (UESTC), Vanderbilt University - Organizational Behavior, Northwestern University and Shanghai Jiao Tong University

Abstract:

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50.

Backlash Toward Diversity Initiatives: Examining the Impact of Diversity Program Justicfication, Personal, and Group Outcomes

Posted: 19 Oct 2006
University of Connecticut - Department of Management, University of Georgia, University of Cincinnati - McMicken College of Arts and Sciences, affiliation not provided to SSRN and Vanderbilt University - Organizational Behavior

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diversity,race, justice, affirmative action