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

49

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CITATIONS
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144

Scholarly Papers (49)

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 1,593 (7,809)

Abstract:

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 1,028 (15,047)
Citation 23

Abstract:

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 1,021 (16,131)
Citation 18

Abstract:

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 638 (29,900)
Citation 7

Abstract:

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 620 (30,321)
Citation 1

Abstract:

stress, role, conflict, uncertainty, personality

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 532 (41,949)
Citation 7

Abstract:

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

Abstract:

Conflict, e-mail, escalation, disputes, cmc

7.

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 481 (46,407)

Abstract:

Culture, conflict avoiding, Chinese, rationality

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
Vanderbilt University - Owen Graduate School of Management, Vanderbilt University - Owen Graduate School of Management and Vanderbilt University - Organizational Behavior
Downloads 414 (50,994)
Citation 3

Abstract:

reputation, schema, gender

9.

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 403 (40,775)

Abstract:

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, Melbourne Business School, Vanderbilt University - Owen Graduate School of Management and Square Trade
Downloads 392 (57,715)
Citation 17

Abstract:

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

11.

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, Melbourne Business School, Vanderbilt University - Owen Graduate School of Management, Vanderbilt University - Organizational Behavior and Square Trade
Downloads 252 (99,894)
Citation 1

Abstract:

dispute resolution, online, emotion, mediation, face

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 244 (95,263)
Citation 16

Abstract:

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 243 (99,084)

Abstract:

14.

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 239 (80,472)
Citation 1

Abstract:

Guanxi, Guanxi practice, Procedural justice

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 219 (106,918)

Abstract:

turnover, race, Asian, black, Hispanic, networks

16.

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 Vanderbilt University - Owen Graduate School of Management
Downloads 178 (132,653)

Abstract:

Agent, constituent, negotiation

17.

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 157 (150,520)
Citation 1

Abstract:

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

18.

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 152 (155,365)

Abstract:

Arbitration, attribution, cross-cultural,Chinese,cognition

19.

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 145 (136,649)
Citation 9

Abstract:

culture, conflict, avoiding, Chinese, guanxi

20.

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 134 (113,533)
Citation 1

Abstract:

21.

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 134 (171,665)

Abstract:

Arbitration, Attribution, Cross-culture

22.

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 127 (162,198)

Abstract:

23.

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, Melbourne Business School and Vanderbilt University
Downloads 125 (175,594)

Abstract:

24.

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 115 (194,608)

Abstract:

race,behavioral integrity,diversity,justice,black

25.

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 M. Marx, Sei Jin Ko and Ray Friedman
San Diego State University, Northwestern University - Kellogg School of Management and Vanderbilt University - Organizational Behavior
Downloads 111 (139,482)

Abstract:

26.

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 111 (195,823)
Citation 2

Abstract:

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

27.

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 78 (199,558)

Abstract:

incivility, aggression, achievement orientation

28.

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 62 (275,252)

Abstract:

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 61 (259,034)

Abstract:

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 61 (266,945)

Abstract:

31.

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, Melbourne Business School and Vanderbilt University
Downloads 54 (298,009)

Abstract:

face, culture, dispute resolution, service failures

32.

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 51 (313,361)

Abstract:

career, race, networks,diversity,black

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 Vanderbilt University - Owen Graduate School of Management
Downloads 50 (298,009)

Abstract:

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 44 (318,820)
Citation 9

Abstract:

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

35.

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, Melbourne Business School, Vanderbilt University - Organizational Behavior, Vanderbilt University - Owen Graduate School of Management, University of California, Berkeley - Organizational Behavior & Industrial Relations Group and Square Trade
Downloads 41 (253,284)
Citation 7

Abstract:

36.

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 38 (302,984)
Citation 6

Abstract:

37.

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 33 (358,205)

Abstract:

38.

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 32 (318,820)

Abstract:

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

39.

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 27 (386,803)
Citation 2

Abstract:

40.

'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 25 (421,225)
Citation 6
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Abstract:

41.

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 24 (371,927)

Abstract:

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 (488,352)
Citation 1
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Abstract:

43.

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 2 (537,294)
Citation 6
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Abstract:

44.

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:

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

45.

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:

Conflict management, Negotiating teams, Team conflict, Team process

46.

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:

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

47.

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:

48.

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:

49.

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

Abstract:

diversity,race, justice, affirmative action