Wendi L. Adair

University of Waterloo - Department of Psychology

Associate Professor

200 University Avenue West

Waterloo, Ontario N2L 3G1

Canada

SCHOLARLY PAPERS

13

DOWNLOADS
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in Total Papers Downloads

1,820

SSRN CITATIONS

0

CROSSREF CITATIONS

9

Scholarly Papers (13)

1.

Negotiation Planning with a Self Versus Other Focus and Integrative Versus Distributive Tactics

IACM 18th Annual Conference
Number of pages: 33 Posted: 05 Jun 2005 Last Revised: 11 May 2008
Kevyn Yong and Wendi L. Adair
Cornell University, S.C. Johnson Graduate School of Management and University of Waterloo - Department of Psychology
Downloads 414 (81,379)

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negotiation, planning, perspective-taking, self-other focus, integrative-distributive tactics

2.

The Display of 'Dominant' Nonverbal Cues in Negotiation: The Role of Culture and Gender

International Negotiation, Vol. 16, No. 3, pp. 451-479, 2011
Number of pages: 29 Posted: 26 Feb 2012
Zhaleh Semnani-Azad and Wendi L. Adair
University of Waterloo - Department of Psychology and University of Waterloo - Department of Psychology
Downloads 361 (95,314)

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dominant behavior, negotiation, culture, gender, nonverbal communication

3.

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 205 (171,036)

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4.

Is Conflict Always Detrimental for Group Performance: The Case of Faultline Groups

IACM 23rd Annual Conference Paper
Number of pages: 24 Posted: 20 May 2010
Ivona Hideg and Wendi L. Adair
University of Toronto and University of Waterloo - Department of Psychology
Downloads 167 (205,233)

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5.

Cultural Perspective Taking in Cross-Cultural Negotiation

Group Decision and Negotiation, Forthcoming
Number of pages: 30 Posted: 20 Oct 2011
Sujin Lee, Wendi L. Adair and Seong-Jee Seo
KAIST (Korea Advanced Institute of Science and Technology), University of Waterloo - Department of Psychology and Korea Advanced Institute of Science and Technology (KAIST)- School of Innovation and Technology Management (I&TM)
Downloads 155 (218,531)

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negotiation, perspective taking, culture, value claiming

6.

As Canadian as Hockey: Examining the Cultural Mosaic Approach to Multicultural Work Groups

IACM 23rd Annual Conference Paper
Number of pages: 17 Posted: 20 May 2010
Queen's University - Smith School of Business, University of Waterloo - Department of Psychology, University of Waterloo, Concordia University, Quebec - John Molson School of Business and Queen's University - Smith School of Business
Downloads 145 (230,726)

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7.

Getting What You Want: The Role of Culture and Partner’s Needs in Predicting the Effectiveness of Influence in Negotiation

22nd Annual IACM Conference Paper
Number of pages: 30 Posted: 21 Sep 2009 Last Revised: 19 Oct 2009
Wendi L. Adair
University of Waterloo - Department of Psychology
Downloads 121 (265,685)

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8.

For Whom is Parting with Possessions More Painful? Cultural Differences in the Endowment Effect

INSEAD Working Paper No. 2010/76/OB/MKT
Number of pages: 27 Posted: 28 Sep 2020
INSEAD - Organisational Behavior, Johns Hopkins University - Carey Business School, University of British Columbia (UBC), affiliation not provided to SSRN, University of Waterloo - Department of Psychology, Kansai University, INSEAD and University of British Columbia (UBC)
Downloads 103 (297,553)
Citation 7

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culture, self-construal, self-enhancement, endowment effect, decision-making

9.

When Should We Disagree? The Effect of Conflict on Team Identity in North American and East Asian Teams

Intl. Association for Conflict Management, IACM 25th Annual Conference, Rotman School of Management Working Paper No. 2084766
Number of pages: 42 Posted: 01 Jul 2012
Lindie Liang, Wendi L. Adair and Ivona Hideg
University of Waterloo - Department of Psychology, University of Waterloo - Department of Psychology and University of Toronto
Downloads 81 (346,195)

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conflict, culture, team identity, time

10.

The Relational Versus Collective 'We' and Intergroup Allocation: The Role of Nested Group Categorization

Journal of Experimental Social Psychology, Forthcoming, Johnson School Research Paper Series No. 11-2012
Number of pages: 30 Posted: 15 Apr 2012 Last Revised: 15 Jun 2012
Sujin Lee, Wendi L. Adair, Elizabeth A. Mannix and Junha Kim
KAIST (Korea Advanced Institute of Science and Technology), University of Waterloo - Department of Psychology, Cornell University - Samuel Curtis Johnson Graduate School of Management and University of Toronto - Rotman School of Management
Downloads 68 (381,891)

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relational self, collective self, social categorization, ingroup bias, identity

11.

Watch Your Tone... Relational Paralinguistic Messages in Negotiation: The Case of the East and West

International Studies of Management and Organization 43 (4), 64-89, 2013
Posted: 21 Feb 2014
Zhaleh Semnani-Azad and Wendi L. Adair
University of Waterloo - Department of Psychology and University of Waterloo - Department of Psychology

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Negotiation, Culture, Communication, Paralanguage

12.

Nonverbal Cues Associated with Negotiation 'Styles' Across Cultures

IACM 24TH Annual Conference Paper
Posted: 27 Jun 2011 Last Revised: 09 Jun 2013
Zhaleh Semnani-Azad and Wendi L. Adair
University of Waterloo - Department of Psychology and University of Waterloo - Department of Psychology

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13.

Culture and Gender Variation in the Display of Nonverbal Cues During Negotiation: A Comparison of Chinese and Canadian Negotiators

IACM 23rd Annual Conference Paper
Posted: 25 May 2010 Last Revised: 25 Feb 2012
University of Waterloo - Department of Psychology, University of Waterloo - Department of Psychology and University of New Brunswick - Fredericton

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