Ashley D. Brown

Massachusetts Institute of Technology (MIT)

77 Massachusetts Avenue

50 Memorial Drive

Cambridge, MA 02139-4307

United States

SCHOLARLY PAPERS

4

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Top 40,067

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2

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Scholarly Papers (4)

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 346 (83,882)

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negotiation, individual differences, behavior, processes

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 322 (91,009)

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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 170 (172,651)

Abstract:

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

3.

Who Makes an Effective Negotiator? A Personality-Theoretic Approach to a Longstanding Question

Number of pages: 64 Posted: 10 Oct 2017
Washington University in St. Louis, Olin School of Business, Massachusetts Institute of Technology (MIT) - Sloan School of Management, University of North Carolina (UNC) at Chapel Hill - Management-Organizational Behavior Area and Massachusetts Institute of Technology (MIT)
Downloads 105 (251,912)

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Personality, Traits, Negotiation, Bargaining, Assertiveness

4.

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 96 (267,469)

Abstract:

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