Mara Olekalns

University of Melbourne - Melbourne Business School

Professor of Management (Negotiation)

200 Leicester Street

Carlton, Victoria 3053 3186

Australia

SCHOLARLY PAPERS

14

DOWNLOADS
Rank 14,294

SSRN RANKINGS

Top 14,294

in Total Papers Downloads

3,319

CITATIONS
Rank 16,728

SSRN RANKINGS

Top 16,728

in Total Papers Citations

42

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 837 (27,802)
Citation 2

Abstract:

Loading...

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 429 (66,525)

Abstract:

Loading...

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 311 (96,438)
Citation 1

Abstract:

Loading...

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 283 (106,746)
Citation 4

Abstract:

Loading...

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 264 (114,878)

Abstract:

Loading...

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 254 (119,630)

Abstract:

Loading...

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 246 (123,564)

Abstract:

Loading...

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 191 (157,574)
Citation 1

Abstract:

Loading...

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

9.

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 144 (201,036)

Abstract:

Loading...

10.

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 131 (217,010)

Abstract:

Loading...

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 90 (282,311)

Abstract:

Loading...

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 (317,714)

Abstract:

Loading...

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 (340,837)

Abstract:

Loading...

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

Abstract:

Loading...