Author Page for Geoffrey J. Leonardelli

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

Geoffrey J. Leonardelli, Jun Gu, Geordie McRuer, Victoria Husted Medvec and Adam D. Galinsky

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 University - Columbia Business School, Management

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Citation 2

Abstract:

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

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Abstract:

3.

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

Number of pages: 12 Posted: 29 Oct 2004

Chen-Bo Zhong, Katherine Williams Phillips, Geoffrey J. Leonardelli and Adam D. Galinsky

University of Toronto - Rotman School of Management, Northwestern University - Kellogg School of Management, University of Toronto - Rotman School of Management and Columbia University - Columbia Business School, Management

Downloads 248 (259,162)

Abstract:

4.

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

Number of pages: 40 Posted: 10 Oct 2004

Adam D. Galinsky, Geoffrey J. Leonardelli, Gerardo Okhuysen and Thomas Mussweiler

Columbia University - Columbia Business School, Management, University of Toronto - Rotman School of Management, University of Utah - David Eccles School of Business and University of Cologne

Downloads 198 (321,479)

Abstract:

5.

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

Number of pages: 30 Posted: 06 Jun 2003

Geoffrey J. Leonardelli and Adam D. Galinsky

University of Toronto - Rotman School of Management and Columbia University - Columbia Business School, Management

Downloads 185 (342,142)

Abstract:

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

Geoffrey J. Leonardelli

University of Toronto - Rotman School of Management

Professor

University of Toronto - Department of Psychology

Associate Professor

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Scholarly Papers (6)

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

Abstract:

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

Abstract:

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

Abstract:

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

Abstract:

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

Abstract:

Regulatory Focus and Interdependent Economic Decision-Making

Abstract: