Lee D. Ross

Stanford University - Psychology

BLDG 420-RM 380

Mail Code: 2130

Stanford, CA 94305

United States

SCHOLARLY PAPERS

2

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CITATIONS

2

Scholarly Papers (2)

1.

Relational Accommodation in Negotiation: Effects of Egalitarianism and Gender on Economic Efficiency and Relational Capital (Formerly the O. Henry Effect: The Impact of Relational Norms on Negotiation Outcomes)

Harvard PON Working Paper No. 04-122; MIT Sloan Working Paper No. 4509-04; AoM Conflict Management Division 2002 Mtgs. No. 14092, Organizational Behavior and Human Decision Processes, Forthcoming
Number of pages: 45 Posted: 15 Sep 2004
Massachusetts Institute of Technology (MIT) - Sloan School of Management, Stanford Graduate School of Business, Stanford University - Psychology and Stanford University
Downloads 1,041 (20,046)
Citation 12

Abstract:

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Negotiation, egalitarianism, hierarchy, power distance, gender, relational self-construal, relational satisficing, organizational culture, relational capital, economic outcomes, joint value, O. Henry Effect

2.

Dynamic Valuation: Preference Changes in the Context of Face-to-Face Negotiation

MIT Sloan Working Paper No. 4253-02; Harvard PON Working Paper, Journal of Experimental Social Psychology, Vol. 40, pp. 142-151, 2004
Number of pages: 35 Posted: 31 May 2002
Jared R. Curhan, Margaret Neale and Lee D. Ross
Massachusetts Institute of Technology (MIT) - Sloan School of Management, Stanford Graduate School of Business and Stanford University - Psychology
Downloads 748 (32,208)
Citation 4

Abstract:

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Dynamic Valuation, Negotiation, Conflict Resolution, Reactive Devaluation, Reactance, Dissonance, Self-perception, Attribution Theory, Preference Change