Mara Olekalns

University of Melbourne - Melbourne Business School

Professor of Management (Negotiation)

200 Leicester Street

Carlton, Victoria 3053 3186

Australia

SCHOLARLY PAPERS

14

DOWNLOADS
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Top 14,809

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3,371

SSRN CITATIONS
Rank 18,969

SSRN RANKINGS

Top 18,969

in Total Papers Citations

7

CROSSREF CITATIONS

37

Scholarly Papers (14)

1.

Spirals of Trust: Identifying the Factors that Shape and Sustain Trust in Negotiation

IACM 15th Annual Conference
Number of pages: 33 Posted: 29 Mar 2002
Mara Olekalns, Feyona Lau and Philip Smith
University of Melbourne - Melbourne Business School, University of Melbourne - Department of Psychology and University of Melbourne - Department of Psychology
Downloads 843 (28,849)
Citation 3

Abstract:

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Trust, negotiator cognition, power

2.

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 437 (68,087)
Citation 2

Abstract:

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

3.

Loose with the Truth: Predicting Deception in Negotiation

IACM 18th Annual Conference
Number of pages: 31 Posted: 07 Jun 2005
Mara Olekalns and Philip Smith
University of Melbourne - Melbourne Business School and University of Melbourne - Department of Psychology
Downloads 319 (98,011)
Citation 2

Abstract:

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Dyadic negotiation, deception, trust

4.

Think Globally, Act Locally: Towards an Adaptive Model of Dyadic Negotiations in Organizations

16th Annual IACM Conference Melbourne, Australia
Number of pages: 46 Posted: 19 May 2003
Mara Olekalns and Laurie R. Weingart
University of Melbourne - Melbourne Business School and Carnegie Mellon University - David A. Tepper School of Business
Downloads 287 (109,976)
Citation 5

Abstract:

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Dyadic Negotiations, Communication Processes, Negotiation Theory

5.

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 268 (118,236)

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dispute resolution, online, emotion, mediation, face

6.

Trust, Power (A)Symmetry and Misrepresentation in Negotiation

IACM 2006 Meetings Paper
Number of pages: 30 Posted: 12 Jul 2006
Mara Olekalns and Philip Smith
University of Melbourne - Melbourne Business School and University of Melbourne - Department of Psychology
Downloads 256 (124,088)
Citation 1

Abstract:

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7.

Moments in Time: Turning Points, Trust and Outcomes in Dyadic Negotiations

Number of pages: 35 Posted: 24 Sep 2002
Mara Olekalns and Philip Smith
University of Melbourne - Melbourne Business School and University of Melbourne - Department of Psychology
Downloads 247 (128,658)

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negotiation processes, turning points, trust, dyadic negotiation

8.

Preventing Betrayal and Promoting Trust: A Social Exchange Analysis of Strategic Focus in Negotiation

IACM 2007 Meetings Paper
Number of pages: 31 Posted: 05 Dec 2007
Mara Olekalns and Philip Smith
University of Melbourne - Melbourne Business School and University of Melbourne - Department of Psychology
Downloads 192 (163,714)
Citation 1

Abstract:

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Dyadic Negotiation, Special Exchange, Trust, Negotiation Tactics, Negotiation Theory

9.

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 147 (206,361)
Citation 2

Abstract:

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10.

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 145 (208,723)

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11.

Interpretive Filters: Social Cognition and the Impact of Turning Points in Negotiation

IACM 21st Annual Conference Paper
Number of pages: 34 Posted: 10 Nov 2008
Daniel Druckman, Mara Olekalns and Philip Smith
George Mason University - Department of Public & International Affairs, University of Melbourne - Melbourne Business School and University of Melbourne - Department of Psychology
Downloads 91 (292,260)

Abstract:

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12.

Negotiating Karma: Catalysts for Cooperative Behavior in Negotiation

IACM 23rd Annual Conference Paper
Number of pages: 30 Posted: 22 May 2010
Mara Olekalns, Philip Smith and Corinna Tsao
University of Melbourne - Melbourne Business School, University of Melbourne - Department of Psychology and University of Melbourne
Downloads 74 (331,088)

Abstract:

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13.

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 (355,160)

Abstract:

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face, culture, dispute resolution, service failures

14.

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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