Author Page for Ray Friedman

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

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 1,754 (10,393)

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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

Ray Friedman, Simon T. Tidd, Steven C. Currall and James C. Tsai

Vanderbilt University - Organizational Behavior, Vanderbilt University - Vanderbilt Institute for Public Policy Studies, University College London - Faculty of Engineering Sciences and Vanderbilt University

Downloads 1,417 (14,574)

Citation 3

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3.

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 1,339 (15,914)

Citation 5

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4.

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 846 (31,297)

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5.

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 823 (32,482)

Citation 7

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6.

E-Mail Escalation: Dispute Exacerbating Elements of Electronic Communication

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 736 (37,805)

Citation 1

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7.

Conflict Escalation: Dispute Exacerbating Elements of E-Mail Communication

Downloads 581 ( 51,791)

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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 581 (51,148)

Citation 5

Abstract:

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

Abstract:

8.

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

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 520 (59,583)

Citation 3

Abstract:

9.

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

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 502 (62,263)

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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

Ray Friedman, Jeanne M. Brett, Cameron Anderson, Mara Olekalns, Nathan Goates and Cara Cherry Lisco

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 448 (71,589)

Citation 3

Abstract:

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 359 (92,747)

Citation 1

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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 358 (93,019)

Citation 3

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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 273 (125,076)

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14.

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

Number of pages: 34 Posted: 10 Oct 2004

Jeanne M. Brett, Mara Olekalns, Nathan Goates, Ray Friedman and Cara Cherry Lisco

Northwestern University - Kellogg School of Management, University of Melbourne - Melbourne Business School, Independent, Vanderbilt University - Organizational Behavior and Square Trade

Downloads 270 (126,587)

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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 264 (129,537)

Citation 1

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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 255 (134,275)

Citation 2

Abstract:

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 212 (160,362)

Citation 2

Abstract:

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 205 (165,539)

Citation 2

Abstract:

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 201 (168,670)

Abstract:

20.

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 185 (181,951)

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21.

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 175 (191,087)

Abstract:

22.

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

Jeanne M. Brett, Mara Olekalns, Ray Friedman, Nathan Goates, Cameron Anderson and Cara Cherry Lisco

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 170 (195,923)

Citation 2

Abstract:

23.

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 (200,955)

Citation 1

Abstract:

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 146 (222,571)

Abstract:

25.

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

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 (222,571)

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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 133 (239,766)

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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

Tony L. Simons, Ray Friedman, Leigh Anne Liu and Judi McLean Parks

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 (252,923)

Citation 3

Abstract:

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 (254,451)

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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

Tony L. Simons, Ray Friedman, Leigh Anne Liu and Judi McLean Parks

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 100 (294,541)

Abstract:

30.

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

Ying Chen, Ray Friedman, Enhai Yu, Weihua Fang and Xinping Lu

Vanderbilt University, Vanderbilt University - Organizational Behavior, North China Electric Power University, Beihang University (BUAA) and Capital University

Downloads 89 (317,225)

Citation 1

Abstract:

31.

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 83 (331,215)

Citation 1

Abstract:

32.

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 (336,100)

Abstract:

33.

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 77 (346,161)

Citation 7

Abstract:

34.

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

Ray Friedman, Wu Liu, Shu-Cheng Chi, Ying-Yi Hong and Li-Kuo Sung

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 71 (362,244)

Citation 2

Abstract:

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 67 (373,773)

Abstract:

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 64 (382,602)

Abstract:

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

Ray Friedman, Melinda D. Kane and Daniel B. Cornfield

Vanderbilt University - Organizational Behavior, University of Texas at Dallas - Department of Sociology and Vanderbilt University - Sociology Department

Downloads 60 (395,188)

Citation 1

Abstract:

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 45 (449,155)

Abstract:

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 (457,387)

Abstract:

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 38 (478,740)

Abstract:

41.

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. , SMU Cox School of Business Research Paper No. 19-14, Vanderbilt Owen Graduate School of Management Research Paper

Number of pages: 47 Posted: 18 Sep 2019

Ray Friedman, Robin Pinkley, Wu Liu and Michele Joy Gelfand

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 27 (534,103)

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42.

'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 (539,941)

Citation 4

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Abstract:

43.

Predicting Joining and Participating in Minority Employee Network Groups

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 (624,747)

Citation 2

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Abstract:

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

Ying Chen, Ray Friedman, Enhai Yu, Weihua Fang and Xinping Lu

Vanderbilt University, Vanderbilt University - Organizational Behavior, North China Electric Power University, Beihang University (BUAA) and Capital University

Downloads 3 (698,379)

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Abstract:

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

Chao C. Chen, Joseph Gaspar, Ray Friedman, William Newburry, Michael Nippa, Katherine R. Xin and Ronaldo Parente

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

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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

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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

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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

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

22nd Annual IACM Conference

Posted: 19 Oct 2009

Wang Guofeng, Ray Friedman, Tae-Hyun Kim and Runtian Jing

U. of Electronic Science and Technology of China (UESTC), Vanderbilt University - Organizational Behavior, Northwestern University and Shanghai Jiao Tong University

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

Posted: 19 Oct 2006

Deborah L. Kidder, Melenie Lankau, Donna Chrobot-Mason, Kelly Mollica and Ray Friedman

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

Ray Friedman

Vanderbilt University - Organizational Behavior

Brownlee O. Currey Professor of Management

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Scholarly Papers (50)

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

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Predicting Joining and Participating in Minority Employee Network Groups

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

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