Geoffrey J. Leonardelli

University of Toronto - Rotman School of Management

Professor

105 St. George Street

Toronto, Ontario M5S 3E6 M5S1S4

Canada

http://www.rotman.utoronto.ca/FacultyAndResearch/Faculty/FacultyBios/Leonardelli.aspx

University of Toronto - Department of Psychology

Associate Professor

105 St. George Street

Toronto, Ontario M5S 3E6 M5S1S4

Canada

http://www.rotman.utoronto.ca/FacultyAndResearch/Faculty/FacultyBios/Leonardelli.aspx

SCHOLARLY PAPERS

6

DOWNLOADS
Rank 23,497

SSRN RANKINGS

Top 23,497

in Total Papers Downloads

1,976

CITATIONS

0

Scholarly Papers (6)

1.

Multiple Equivalent Simultaneous Offers (MESOs) Reduce the Negotiator Dilemma: How a Choice of First Offers Increases Economic and Relational Outcomes

2. Leonardelli, G.J., Gu, J., McRuer, G., Medvec, V., & Galinsky, A.D. (2019). Multiple equivalent simultaneous offers (MESOs) reduce the negotiator dilemma: How a choice of first offers increases economic and relational outcomes. Organizational Behavior and Human Decision Processes, 152, 64-82
Number of pages: 20 Posted: 01 Jun 2005 Last Revised: 13 Jun 2019
University of Toronto - Rotman School of Management, Monash University - Department of Management, affiliation not provided to SSRN, Northwestern University - Kellogg School of Management and Columbia Business School - Management
Downloads 1,099 (18,554)

Abstract:

Loading...

Negotiations, choice, multiple equivalent simultaneous offers

2.

Avoiding the Agreement Trap: Teams Facilitate Impasse in Negotiations with Negative Bargaining Zones

Cohen, T. R., Leonardelli, G. J., & Thompson, L. (2014). Avoiding the agreement trap: Teams facilitate impasse in negotiations with negative bargaining zones. Negotiation and Conflict Management Research, 7(4), 232-242, A prior version of this paper was presented at the 2010 IACM conference.
Number of pages: 24 Posted: 21 May 2010 Last Revised: 09 Jan 2015
Taya R. Cohen, Geoffrey J. Leonardelli and Leigh Thompson
Carnegie Mellon University, Tepper School of Business, University of Toronto - Rotman School of Management and Northwestern University - Kellogg School of Management
Downloads 421 (67,527)

Abstract:

Loading...

agreement bias; agreement trap; negotiation; impasse; teams; groups

3.

Defining What You are by What You are Not: Negational Identity and Needs Fulfillment

Number of pages: 12 Posted: 29 Oct 2004
University of Toronto - Rotman School of Management, Northwestern University - Kellogg School of Management, University of Toronto - Rotman School of Management and Columbia Business School - Management
Downloads 192 (155,734)

Abstract:

Loading...

Negational identity, Affirmational identity, Need Fulfillment

4.

Promoting Negotiator Success: The Role of Regulatory Focus in the Distribution and Efficiency of Negotiated Outcomes

IACM 17th Annual Conference Paper
Number of pages: 40 Posted: 10 Oct 2004
Adam D. Galinsky, Geoffrey J. Leonardelli, Gerardo Okhuysen and Thomas Mussweiler
Columbia Business School - Management, University of Toronto - Rotman School of Management, University of Utah - David Eccles School of Business and University of Cologne
Downloads 149 (194,189)

Abstract:

Loading...

Regulatory Focus, Negotiations

5.

Minority Affirmation in Intergroup Relations: Ingroup Favoritism as Self-Affirmation

16th Annual IACM Conference Melbourne, Australia
Number of pages: 30 Posted: 06 Jun 2003
Geoffrey J. Leonardelli and Adam D. Galinsky
University of Toronto - Rotman School of Management and Columbia Business School - Management
Downloads 115 (237,577)

Abstract:

Loading...

ingroup size, intergroup conflict, self-affirmation

6.

Regulatory Focus and Interdependent Economic Decision-Making

Journal of Experimental Social Psychology, Forthcoming, Rotman School of Management Working Paper No. 2177557
Posted: 20 Nov 2012
Vanessa K. Bohns, Jun Gu and Geoffrey J. Leonardelli
Cornell University, Monash University - Department of Management and University of Toronto - Rotman School of Management

Abstract:

Loading...

regulatory focus, economic outcomes, relative value, absolute value, interdependence, social orientations