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The Negotiation Dance: Time, Culture, and Behavioral Sequences in Negotiation

Citations

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Cited by:

  1. Ahammad, Mohammad Faisal & Tarba, Shlomo Y. & Liu, Yipeng & Glaister, Keith W. & Cooper, Cary L., 2016. "Exploring the factors influencing the negotiation process in cross-border M&A," International Business Review, Elsevier, vol. 25(2), pages 445-457.
  2. Muhammed-Fatih Kaya & Mareike Schoop, 2022. "Analytical Comparison of Clustering Techniques for the Recognition of Communication Patterns," Group Decision and Negotiation, Springer, vol. 31(3), pages 555-589, June.
  3. Lumineau, Fabrice & Malhotra, Deepak, 2011. "Shadow of the contract: how contract structure shapes inter-firm dispute resolution," MPRA Paper 38359, University Library of Munich, Germany.
  4. Brett, Jeanne & Thompson, Leigh, 2016. "Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 136(C), pages 68-79.
  5. Christian Fisch & Jörn Block & Philipp Sandner, 2019. "The impact of acquisitions on Chinese acquirers’ innovation performance: an empirical investigation of 1545 Chinese acquisitions," Journal of Business Economics, Springer, vol. 89(2), pages 125-153, March.
  6. Latusek, Dominika & Vlaar, Paul W.L., 2018. "Uncertainty in interorganizational collaboration and the dynamics of trust: A qualitative study," European Management Journal, Elsevier, vol. 36(1), pages 12-27.
  7. San Martin, Alvaro & Swaab, Roderick I. & Sinaceur, Marwan & Vasiljevic, Dimitri, 2015. "The double-edged impact of future expectations in groups: Minority influence depends on minorities’ and majorities’ expectations to interact again," Organizational Behavior and Human Decision Processes, Elsevier, vol. 128(C), pages 49-60.
  8. Michele Griessmair & Daniel Druckman, 2018. "To Match or Not to Match? Reactions to Turning Points in Negotiation," Group Decision and Negotiation, Springer, vol. 27(1), pages 61-83, February.
  9. Alexandra A. Mislin & Peter A. Boumgarden & Daisung Jang & William P. Bottom, 2015. "Accounting for reciprocity in negotiation and social exchange," Judgment and Decision Making, Society for Judgment and Decision Making, vol. 10(6), pages 571-589, November.
  10. Roman Trötschel & Marie van Treek & Caroline Heydenbluth & Kai Zhang & Johann M. Majer, 2022. "From Claiming to Creating Value: The Psychology of Negotiations on Common Resource Dilemmas," Sustainability, MDPI, vol. 14(9), pages 1-26, April.
  11. Anna Minà & Giovanni Battista Dagnino & Gianluca Vagnani, 2020. "An interpretive framework of the interplay of competition and cooperation," Journal of Management & Governance, Springer;Accademia Italiana di Economia Aziendale (AIDEA), vol. 24(1), pages 1-35, March.
  12. He, Shawei, 2022. "A time sensitive graph model for conflict resolution with application to international air carbon negotiation," European Journal of Operational Research, Elsevier, vol. 302(2), pages 652-670.
  13. Brian Klaas & Anna-Katherine Ward, 2015. "Formal, Justice-Oriented Voice in the Nonunion Firm: Who Speaks Up and When?," Industrial Relations: A Journal of Economy and Society, Wiley Blackwell, vol. 54(2), pages 321-356, April.
  14. Jennifer D. Parlamis & Ingmar Geiger, 2015. "Mind the Medium: A Qualitative Analysis of Email Negotiation," Group Decision and Negotiation, Springer, vol. 24(2), pages 359-381, March.
  15. Michael J. Hine & Steven A. Murphy & Michael Weber & Gregory Kersten, 2009. "The Role of Emotion and Language in Dyadic E-negotiations," Group Decision and Negotiation, Springer, vol. 18(3), pages 193-211, May.
  16. Agndal, Henrik, 2007. "Current trends in business negotiation research: An overview of articles published 1996-2005," SSE/EFI Working Paper Series in Business Administration 2007:003, Stockholm School of Economics.
  17. Sabine T. Koeszegi & Eva-Maria Pesendorfer & Rudolf Vetschera, 2011. "Data-Driven Phase Analysis of E-negotiations: An Exemplary Study of Synchronous and Asynchronous Negotiations," Group Decision and Negotiation, Springer, vol. 20(4), pages 385-410, July.
  18. Harri T. Luomala & Rajesh Kumar & J. D. Singh & Matti Jaakkola, 2015. "When an Intercultural Business Negotiation Fails: Comparing the Emotions and Behavioural Tendencies of Individualistic and Collectivistic Negotiators," Group Decision and Negotiation, Springer, vol. 24(3), pages 537-561, May.
  19. Muhammed-Fatih Kaya, 2022. "Pattern Labelling of Business Communication Data," Group Decision and Negotiation, Springer, vol. 31(6), pages 1203-1234, December.
  20. Michele Griessmair & Johannes Gettinger, 2020. "Take the Right Turn: The Role of Social Signals and Action–Reaction Sequences in Enacting Turning Points in Negotiations," Group Decision and Negotiation, Springer, vol. 29(3), pages 425-459, June.
  21. William W. Baber, 2018. "Identifying Macro Phases Across the Negotiation Lifecycle," Group Decision and Negotiation, Springer, vol. 27(6), pages 885-903, December.
  22. Overbeck, Jennifer R. & Neale, Margaret A. & Govan, Cassandra L., 2010. "I feel, therefore you act: Intrapersonal and interpersonal effects of emotion on negotiation as a function of social power," Organizational Behavior and Human Decision Processes, Elsevier, vol. 112(2), pages 126-139, July.
  23. Marina Sokolova & Guy Lapalme, 2012. "How Much Do We Say? Using Informativeness of Negotiation Text Records for Early Prediction of Negotiation Outcomes," Group Decision and Negotiation, Springer, vol. 21(3), pages 363-379, May.
  24. Kern, Mary C. & Brett, Jeanne M. & Weingart, Laurie R. & Eck, Chase S., 2020. "The “fixed” pie perception and strategy in dyadic versus multiparty negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 157(C), pages 143-158.
  25. Zhang, Zhi-Xue & Liu, Leigh Anne & Ma, Li, 2021. "Negotiation beliefs: Comparing Americans and the Chinese," International Business Review, Elsevier, vol. 30(5).
  26. Malik, Tariq H. & Yazar, Orhan H., 2016. "The negotiator’s power as enabler and cultural distance as inhibitor in the international alliance formation," International Business Review, Elsevier, vol. 25(5), pages 1043-1052.
  27. Yu Yang & David De Cremer & Chao Wang, 2017. "How Ethically Would Americans and Chinese Negotiate? The Effect of Intra-cultural Versus Inter-cultural Negotiations," Journal of Business Ethics, Springer, vol. 145(3), pages 659-670, October.
  28. Shen, Lu & Zhang, Chuang & Teng, Wenbo & Du, Nan, 2022. "How do business and political Networking shape overseas dispute resolution for state-owned enterprise from emerging economies," International Business Review, Elsevier, vol. 31(1).
  29. Michael Filzmoser & Patrick Hippmann & Rudolf Vetschera, 2016. "Analyzing the Multiple Dimensions of Negotiation Processes," Group Decision and Negotiation, Springer, vol. 25(6), pages 1169-1188, November.
  30. Yunxia Zhu & Herbert W. Hildebrandt, 2013. "Effective Persuasion of International Business Sales Letters," Management International Review, Springer, vol. 53(3), pages 391-418, June.
  31. Rudolf Vetschera, 2016. "Concessions Dynamics in Electronic Negotiations: A Cross-Lagged Regression Analysis," Group Decision and Negotiation, Springer, vol. 25(2), pages 245-265, March.
  32. Michele Griessmair, 2017. "Ups and Downs: Emotional Dynamics in Negotiations and Their Effects on (In)Equity," Group Decision and Negotiation, Springer, vol. 26(6), pages 1061-1090, November.
  33. Yao, Jingjing & Brett, Jeanne M. & Zhang, Zhi-Xue & Ramirez-Marin, Jimena, 2021. "Multi-issue offers strategy and joint gains in negotiations: How low-trust negotiators get things done," Organizational Behavior and Human Decision Processes, Elsevier, vol. 162(C), pages 9-23.
  34. Donghee Han & Hyewon Park & Seung-Yoon Rhee, 2021. "The Role of Regulatory Focus and Emotion Recognition Bias in Cross-Cultural Negotiation," Sustainability, MDPI, vol. 13(5), pages 1-20, March.
  35. Ott, Ursula F. & Prowse, Peter & Fells, Ray & Rogers, Helen, 2016. "The DNA of negotiations as a set theoretic concept: A theoretical and empirical analysis," Journal of Business Research, Elsevier, vol. 69(9), pages 3561-3571.
  36. Raphael Schoen, 2021. "Lacking pluralism? A critical review of the use of cultural dimensions in negotiation research," Management Review Quarterly, Springer, vol. 71(2), pages 393-432, April.
  37. Michael Filzmoser & Rudolf Vetschera, 2008. "A Classification of Bargaining Steps and their Impact on Negotiation Outcomes," Group Decision and Negotiation, Springer, vol. 17(5), pages 421-443, September.
  38. Junjun Cheng, 2020. "Bidirectional Relationship Progression in Buyer–Seller Negotiations: Evidence from South Korea," Group Decision and Negotiation, Springer, vol. 29(2), pages 293-320, April.
  39. Caputo, Andrea & Ayoko, Oluremi B. & Amoo, Nii & Menke, Charlott, 2019. "The relationship between cultural values, cultural intelligence and negotiation styles," Journal of Business Research, Elsevier, vol. 99(C), pages 23-36.
  40. Daniel Druckman & Ronald Mitterhofer & Michael Filzmoser & Sabine T. Koeszegi, 2014. "Resolving Impasses in e-Negotiation: Does e-Mediation Work?," Group Decision and Negotiation, Springer, vol. 23(2), pages 193-210, March.
  41. Möllering, Guido & Stache, Florian, 2007. "German-Ukrainian business relationships: Trust development in the face of institutional uncertainty and cultural differences," MPIfG Discussion Paper 07/11, Max Planck Institute for the Study of Societies.
  42. Yunxia Zhu, 2009. "Managing Business Relationships in New Zealand and China," Management International Review, Springer, vol. 49(2), pages 225-248, April.
  43. repec:cup:judgdm:v:10:y:2015:i:6:p:571-589 is not listed on IDEAS
  44. Maxwell, Andrew L. & Jeffrey, Scott A. & Lévesque, Moren, 2011. "Business angel early stage decision making," Journal of Business Venturing, Elsevier, vol. 26(2), pages 212-225, March.
  45. John F. McCarthy & Carl A. Scheraga & Donald E. Gibson, 2010. "Culture, Cognition and Conflict: How Neuroscience Can Help to Explain Cultural Differences in Negotiation and Conflict Management," Chapters, in: Angela A. Stanton & Mellani Day & Isabell M. Welpe (ed.), Neuroeconomics and the Firm, chapter 14, Edward Elgar Publishing.
  46. Martin Tao-Schuchardt & Frederik J. Riar & Nadine Kammerlander, 2023. "Family Firm Value in the Acquisition Context: A Signaling Theory Perspective," Entrepreneurship Theory and Practice, , vol. 47(4), pages 1200-1232, July.
  47. Denise Fleck & Roger J. Volkema & Sergio Pereira, 2016. "Dancing on the Slippery Slope: The Effects of Appropriate Versus Inappropriate Competitive Tactics on Negotiation Process and Outcome," Group Decision and Negotiation, Springer, vol. 25(5), pages 873-899, September.
  48. Dai Quy Le & Daisung Jang, 2023. "Individual Differences and Situational Constraint Predict Information Search in Negotiation Planning," Group Decision and Negotiation, Springer, vol. 32(3), pages 667-699, June.
  49. Roger Volkema, 2012. "Understanding initiation behavior in Brazilian negotiations: an analysis of four regional subcultures," Brazilian Business Review, Fucape Business School, vol. 9(2), pages 88-108, April.
  50. Michael Ahearne & Yashar Atefi & Son K. Lam & Mohsen Pourmasoudi, 2022. "The future of buyer–seller interactions: a conceptual framework and research agenda," Journal of the Academy of Marketing Science, Springer, vol. 50(1), pages 22-45, January.
  51. B. Westbrock & K.S. Muehlfeld & Utz Weitzel, 2017. "Selecting Legal Advisor in M&A’s: Organizational Learning and the Role of Multiplicity of Mental Models," Working Papers 17-19, Utrecht School of Economics.
  52. Johannes Gettinger & Michael Filzmoser & Sabine T. Koeszegi, 2016. "Why can’t we settle again? Analysis of factors that influence agreement prospects in the post-settlement phase," Journal of Business Economics, Springer, vol. 86(4), pages 413-440, May.
  53. Edy Glozman & Netta Barak-Corren & Ilan Yaniv, 2013. "False negotiations: The art & science of not reaching an agreement," Discussion Paper Series dp646, The Federmann Center for the Study of Rationality, the Hebrew University, Jerusalem.
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