Search Results - "BRETT, Jeanne"

Negotiation by Brett, Jeanne, Thompson, Leigh

“…•Reviews behavioral negotiation theory and research.•Focuses on empirical studies of two-party negotiations.•Examines factors affecting negotiators’ interests…”
Get full text

Context matters: The social effects of anger in cooperative, balanced, and competitive negotiation situations by Adam, Hajo, Brett, Jeanne M.

“…When does expressing anger in negotiations lead to concessions? Although research has begun to address this question, it has not yet examined the influence of…”
Get full text

Understanding trust development in negotiations: An interdependent approach by YAO, JINGJING, ZHANG, ZHI-XUE, BRETT, JEANNE M.

“…What affects the way that trust develops in negotiations? In two studies, we used an actor–partner interdependence model to investigate how both negotiators’…”
Get full text

Mapping societal trust and trust in negotiations by Yao, Jingjing, Brett, Jeanne M

“…Purpose It is important to infer and diagnose whether a negotiator is trustworthy. In international negotiations, people may assume that high-trust nations are…”
Get full text

Culture and negotiation strategy by Brett, Jeanne M

“…Purpose This study aims to explain to negotiators how to go about learning about their counterpart’s interests and priorities and the strategies they are…”
Get full text

Searching for trustworthiness: culture, trust and negotiating new business relationships by Brett, Jeanne M, Mitchell, Tyree

“…Purpose This study aims to address three important but under-researched questions in the trust and negotiation literature: What do negotiators do to determine…”
Get full text

Paying a Price: Culture, Trust, and Negotiation Consequences by Gunia, Brian C., Brett, Jeanne M., Nandkeolyar, Amit K., Kamdar, Dishan

“…Three studies contrasting Indian and American negotiators tested hypotheses derived from theory proposing why there are cultural differences in trust and how…”
Get full text

A Tale of Two Methods by James, Lawrence R., Mulaik, Stanley A., Brett, Jeanne M.

“…The structural equation modeling approach to testing for mediation is compared to the Baron and Kenny approach. The approaches are essentially the same when…”
Get full text

Dignity, face, and honor cultures: A study of negotiation strategy and outcomes in three cultures by Aslani, Soroush, Ramirez-Marin, Jimena, Brett, Jeanne, Yao, Jingjing, Semnani-Azad, Zhaleh, Zhang, Zhi-Xue, Tinsley, Catherine, Weingart, Laurie, Adair, Wendi

“…This study compares negotiation strategy and outcomes in countries illustrating dignity, face, and honor cultures. Hypotheses predict cultural differences in…”
Get full text

The Negotiation Dance: Time, Culture, and Behavioral Sequences in Negotiation by Adair, Wendi L, Brett, Jeanne M

“…We propose a normative model of transactional negotiation in which cooperative and competitive behaviors wax and wane across four stages: relational…”
Get full text

CULTURE AND NEGOTIATION STRATEGY: A FRAMEWORK FOR FUTURE RESEARCH by BRETT, JEANNE M., GUNIA, BRIAN C., TEUCHER, BROSH M.

“…The literature on the use and effectiveness of negotiation strategies reveals intriguing yet unexplained patterns of cultural differences. Negotiators in some…”
Get full text

Sticks and Stones: Language, Face, and Online Dispute Resolution by Brett, Jeanne M., Olekalns, Mara, Friedman, Ray, Goates, Nathan, Anderson, Cameron, Lisco, Cara Cherry

“…Hypotheses derived from face theory predict that the words people use in online dispute resolution affect the likelihood of settlement. In an event history…”
Get full text

Can We Talk, and Should We? Managing Emotional Conflict in Multicultural Teams by Von Glinow, Mary Ann, Shapiro, Debra L., Brett, Jeanne M.

“…We highlight linguistic-related challenges in multicultural teams that increase the likelihood of emotional conflict, and also highlight the difficulty of…”
Get full text

Working 61 Plus Hours a Week: Why Do Managers Do It? by Brett, Jeanne M, Stroh, Linda K

“…The authors investigated why some managers work extreme hours, defined as 61 or more hours per week. The authors tested explanations drawn from theories…”
Get full text

Negotiating With Chinese Investors by Ma, Li, Brett, Jeanne M, Wang, Hao, Zhang, Zhi-Xue

“…Chinese companies are increasingly investing in companies overseas. But to reach advantageous agreements with Chinese direct investors, Western managers need…”
Get full text

Conflicting Social Motives in Negotiating Groups by Weingart, Laurie R, Brett, Jeanne M, Olekalns, Mara, Smith, Philip L

“…Negotiators' social motives (cooperative vs. individualistic) influence their strategic behaviors. In this study, the authors used multilevel modeling and…”
Get full text

The science of culture and negotiation by Gunia, Brian C, Brett, Jeanne M, Gelfand, Michele J

Get full text

Cultural Intelligence in Global Teams: A Fusion Model of Collaboration by Janssens, Maddy, Brett, Jeanne M.

“…This article introduces a new, culturally intelligent model of collaboration for global teams that is intended to enhance the likelihood of such teams making…”
Get full text

Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries, 3rd Edition by Jeanne Brett

“…A framework for anticipating and managing cultural differences at the negotiating tableIn today's global environment, negotiators who understand cultural…”
Get full text

Negotiating Globally: How to Negotiate Deals, Resolve Disputes, and Make Decisions Across Cultural Boundaries by Brett, Jeanne M

“…A framework for anticipating and managing cultural differences at the negotiating table In today's global environment, negotiators who understand cultural…”
Get full text