Ashley D. Brown

Massachusetts Institute of Technology (MIT)

77 Massachusetts Avenue

50 Memorial Drive

Cambridge, MA 02139-4307

United States

SCHOLARLY PAPERS

3

DOWNLOADS
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in Total Papers Downloads

863

CITATIONS

2

Scholarly Papers (3)

Why are Some Negotiators Better than Others? Opening the Black Box of Bargaining Behaviors

IACM 23rd Annual Conference Paper
Number of pages: 31 Posted: 21 May 2010
Washington University in St. Louis, Olin School of Business, Massachusetts Institute of Technology (MIT), Massachusetts Institute of Technology (MIT) - Sloan School of Management, University of Pennsylvania - The Wharton School and University of California, Berkeley - Haas School of Business
Downloads 309 (79,660)
Citation 1

Abstract:

Why are Some Negotiators Better than Others? Opening the Black Box of Bargaining Behaviors

Number of pages: 40 Posted: 02 Feb 2009
Washington University in St. Louis, Olin School of Business, Massachusetts Institute of Technology (MIT) - Sloan School of Management, University of Pennsylvania - The Wharton School, University of California, Berkeley - Haas School of Business and Massachusetts Institute of Technology (MIT)
Downloads 308 (79,950)
Citation 1

Abstract:

negotiation, individual differences, behavior, processes

2.

Parallel and Divergent Predictors of Objective and Subjective Value in Negotiation

OXFORD HANDBOOK OF POSITIVE ORGANIZATIONAL SCHOLARSHIP, K. S. Cameron and G. M. Spreitzer, Eds., Oxford, England: Blackwell Publishers, Outstanding Theoretical Paper Award, International Association for Conflict Management, 2010
Number of pages: 32 Posted: 20 May 2010 Last Revised: 15 Feb 2011
Jared R. Curhan and Ashley D. Brown
Massachusetts Institute of Technology (MIT) - Sloan School of Management and Massachusetts Institute of Technology (MIT)
Downloads 130 (157,923)
Citation 1

Abstract:

negotiation, subjective value, objective value, individual differences, negotiator behaviors, negotiator strategies

3.

The Polarizing Effect of Arousal on Negotiation

Psychological Science, Forthcoming
Number of pages: 24 Posted: 09 Feb 2013
Ashley D. Brown and Jared R. Curhan
Massachusetts Institute of Technology (MIT) and Massachusetts Institute of Technology (MIT) - Sloan School of Management
Downloads 71 (238,780)

Abstract:

negotiation, misattribution of arousal, emotions, subjective value, economic outcomes