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

21

DOWNLOADS
Rank 7,630

SSRN RANKINGS

Top 7,630

in Total Papers Downloads

4,795

CITATIONS
Rank 12,919

SSRN RANKINGS

Top 12,919

in Total Papers Citations

30

Scholarly Papers (21)

1.

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 472 (44,544)
Citation 1

Abstract:

Teams, culture, negotiation

2.

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 422 (52,131)

Abstract:

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

3.

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 and Jeanne M. Brett
University of California, Davis - School of Law and Northwestern University - Kellogg School of Management
Downloads 419 (50,859)
Citation 1

Abstract:

courts, empirical, disputants, alternative dispute resolution, negotiation

4.

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 (40,317)

Abstract:

5.

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 (56,617)
Citation 17

Abstract:

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

6.
Downloads 370 (53,580)

Abstract:

7.

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 336 (51,835)

Abstract:

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 298 (76,445)
Citation 1

Abstract:

9.

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 (97,037)
Citation 1

Abstract:

dispute resolution, online, emotion, mediation, face

10.

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 170 (130,216)

Abstract:

11.

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 151 (151,821)

Abstract:

12.

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 151 (155,998)

Abstract:

Negotiation, integrative agreements, problem solving

13.

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 124 (168,995)

Abstract:

14.

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 121 (157,746)
Citation 1

Abstract:

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

15.

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 81 (237,748)

Abstract:

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

16.

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 (254,056)
Citation 7

Abstract:

17.

Intervening in Employee Disputes: How and When Will Managers from China, Japan and the USA Act Differently?

Management and Organization Review, Vol. 3, No. 2, pp. 183-204, July 2007
Number of pages: 22 Posted: 13 Jun 2007
Northwestern University - Kellogg School of Management, Georgetown University - Department of Management, University of Maryland - Robert H. Smith School of Business and Tokyo University of Science, School of Management
Downloads 27 (401,654)
Citation 1

Abstract:

18.

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

19.

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:

20.

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 - Department of Management and Carnegie Mellon University - David A. Tepper School of Business

Abstract:

21.

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 Melbourne Business School

Abstract: