Effective Influence in Negotiation-Reference-Cited by-同舟云学术

Effective Influence in Negotiation

Published:2013-01-01 Issue:4 Volume:43 Page:6-25
ISSN:0020-8825
Container-title:International Studies of Management & Organization
language:en
Short-container-title:International Studies of Management & Organization

Author:

Adair Wendi L.¹,Taylor Masako²,Chu Jihyun³,Ethier Nicole³,Xiong Tracy³,Okumura Tetsushi⁴,Brett Jeanne⁵

Affiliation:

1. University of Waterloo, 4046 PAS, Waterloo, Ontario, N2L 3G1 Canada

2. Osaka Gakuin University, 2-36-1 Kishibe Minami, Suita, Osaka, Japan 564-8511

3. University of Waterloo

4. Nagoya City University

5. Dispute Resolution and Organization, Kellogg School of Management Northwestern University, Chicago

Publisher

Informa UK Limited

Subject

Strategy and Management,Business and International Management

Link

https://www.tandfonline.com/doi/pdf/10.2753/IMO0020-8825430401

Reference38 articles.

1. Adair, W. L., and J. M. Brett. 2004. "Culture and Negotiation Processes." In Culture and Negotiation: Integrative Approaches to Theory and Research, ed. M. Gelfand and J. M. Brett, 158-176. Stanford: Stanford University Press.

2. Adair, W. L., T. Okumura, and J. M. Brett. 2001. "Negotiation Behavior When Cultures Collide: The U. S. and Japan." Journal of Applied Psychology 86 (3): 371-385.

3. Adair, W. L., M. S. Taylor, and C. Tinsley. 2009. "Starting Out on the Right Foot: Negotiation Schemas When Cultures Collide." Negotiation and Conflict Management Research 2 (2): 138-163.

4. Adair, W. L., J. M. Brett, A. Lempereur, T. Okumura, P. Shikhirev, C. H. Tinsley, and A. Lytle. 2004. "Culture and Negotiation Strategy." Negotiation Journal 20 (1): 87-111.

5. Barrett, D. W., W. Wosinska, J. Butner, P. Petrova, M. Gornik-Durose, and R. B. Cialdini. 2004. "Individual Differences in the Motivation to Comply Across Cultures: The Impact of Social Obligation." Personality and Individual Differences 37 (1): 19-31.

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