Jeanne M. Brett

Northwestern University - Kellogg School of Management

DeWitt W. Buchanan, Jr., Professor of Dispute Resolution & Organizations, Director of the Dispute Re

2001 Sheridan Road

Evanston, IL 60208

United States

SCHOLARLY PAPERS

20

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Top 11,926

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7,100

SSRN CITATIONS
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SSRN RANKINGS

Top 18,528

in Total Papers Citations

22

CROSSREF CITATIONS

45

Scholarly Papers (20)

1.

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 1,397 (24,474)
Citation 9

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2.
Downloads 831 (51,307)
Citation 7

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3.

Team Negotiation Across Cultures: When and Where are Two Heads Better than One?

IACM 18th Annual Conference
Number of pages: 30 Posted: 03 Jun 2005
University of Maryland, Northwestern University - Kellogg School of Management, University of Maryland, Chung Hua University - Department of Business Administration and National Taiwan University
Downloads 641 (72,243)
Citation 2

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Teams, culture, negotiation

4.

Disputants' Perceptions of Dispute Resolution Procedures: A Longitudinal Empirical Study

UC Davis Legal Studies Research Paper No. 130
Number of pages: 46 Posted: 11 Mar 2008 Last Revised: 14 Mar 2008
Donna Shestowsky, Donna Shestowsky and Jeanne M. Brett
University of California, Davis - School of LawUniversity of California, Davis - School of Law and Northwestern University - Kellogg School of Management
Downloads 559 (85,667)

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courts, empirical, disputants, alternative dispute resolution, negotiation

5.

Gender and Role in Conflict Management: Female and Male Managers as Third Parties

IACM 23rd Annual Conference Paper
Number of pages: 34 Posted: 21 May 2010
Imen Benharda, Jeanne M. Brett and Alain Lempereur
ESSEC Business School, Northwestern University - Kellogg School of Management and Brandeis University
Downloads 547 (87,939)
Citation 1

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6.

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 496 (99,240)
Citation 4

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

7.

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 483 (102,515)
Citation 7

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

8.

Neither Strategic Nor Selfish: Individualistic Negotiators and Their Behavior Over Time

IACM 15th Annual Conference
Number of pages: 18 Posted: 25 Mar 2002
Baruch College, Northwestern University - Kellogg School of Management and Carnegie Mellon University - David A. Tepper School of Business
Downloads 382 (134,691)

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9.

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

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 296 (177,119)
Citation 1

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dispute resolution, online, emotion, mediation, face

10.

Paying a Price: Culture, Trust, and Negotiation Consequences

Journal of Applied Psychology, Forthcoming
Number of pages: 51 Posted: 11 Jul 2011
Northwestern University - Kellogg School of Management, Northwestern University - Kellogg School of Management, Indian School of Business (ISB), Hyderabad and Indian School of Business (ISB), Hyderabad
Downloads 257 (204,490)
Citation 3

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culture, trust, negotiation strategy, Indian and U.S. negotiators

11.

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 241 (217,731)
Citation 3

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12.

Getting What You Want: The Role of Culture in Predicting the Effectiveness of Informational and Relational Persuasive Strategies in Conflict Resolution

IACM 2007 Meetings Paper
Number of pages: 28 Posted: 31 Mar 2008
University of Waterloo - Department of Psychology, Northwestern University - Kellogg School of Management, Tokyo University of Science, School of Management and Kansai University
Downloads 232 (226,046)

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13.

East Asians' Social Heterogeneity: Differences in Norms Among Chinese, Japanese, and Korean Negotiators

Negotiation Journal, Forthcoming 2012
Number of pages: 33 Posted: 21 May 2010 Last Revised: 19 Jul 2012
Sujin Lee, Jeanne M. Brett and Ji Hyearn Park
KAIST (Korea Advanced Institute of Science and Technology), Northwestern University - Kellogg School of Management and Harvard University
Downloads 229 (228,892)

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14.

Interests Facilitate Forming Agreements: Examining Negotiators' Task Representations

IACM 18th Annual Conference
Number of pages: 30 Posted: 06 Jun 2005
Jeffrey Loewenstein and Jeanne M. Brett
University of Texas at Austin - Red McCombs School of Business and Northwestern University - Kellogg School of Management
Downloads 223 (234,615)

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Negotiation, integrative agreements, problem solving

15.

Effects of Relative Status and Relationship on Negotiation Expectations and Joint Outcome

IACM 23rd Annual Conference Paper
Number of pages: 31 Posted: 25 May 2010
Jiunwen Wang, Jeanne M. Brett, Ya-Ru Chen and Jean Lee
Northwestern University, Northwestern University - Kellogg School of Management, Cornell University and China Europe International Business School
Downloads 178 (287,738)

Abstract:

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16.

Bridging Social Distance in Inter-Cultural Negotiations: 'You' and the Bi-Cultural Negotiator

International Journal of Conflict Management, Forthcoming
Number of pages: 36 Posted: 28 May 2010
Baruch College, KAIST (Korea Advanced Institute of Science and Technology), Baruch College, City University of New York and Northwestern University - Kellogg School of Management
Downloads 108 (426,578)

Abstract:

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Culture and negotiation, Social distance, Bi-cultural, Language, Pronouns

17.

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

18.

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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19.

Implications of Honor and Dignity Culture for Negotiations: A Comparative Study of Middle Easterners and Americans

IACM 24th Annual Conference Paper
Posted: 27 Jun 2011
affiliation not provided to SSRN, Northwestern University - Kellogg School of Management, University of Seville, Georgetown University - McDonough School of Business and Carnegie Mellon University - David A. Tepper School of Business

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20.

Conflicting Social Motives in Negotiating Groups

AoM Conflict Management Division 2002 Mtgs. No. 12097
Posted: 06 Aug 2002
Laurie R. Weingart, Jeanne M. Brett and Mara Olekalns
Carnegie Mellon University - David A. Tepper School of Business, Northwestern University - Kellogg School of Management and University of Melbourne - Melbourne Business School

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