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Original Articles

Development of a model of rule use in negotiation interaction

Pages 106-120 | Published online: 02 Jun 2009

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Mara Olekalns & Philip L. Smith. (2021) Decision frames and the social utility of negotiation outcomes. Current Psychology 42:11, pages 9563-9576.
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Karine Lamiraud, Julien Patris & Radu Vranceanu. (2023) Experimental Evidence on the Value of Time and Structure in Market Negotiations. SSRN Electronic Journal.
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Tuvana Rua, Zeynep G. Aytug, Mary C. Kern, Sujin Lee & Wendi Adair. (2019) Hidden influences in international negotiations: The interactive role of insecure cultural attachment, risk perception, and risk regulation for sellers versus buyers. Thunderbird International Business Review 61:2, pages 339-352.
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Michael E. Roloff. 2015. The International Encyclopedia of Interpersonal Communication. The International Encyclopedia of Interpersonal Communication 1 10 .
Joachim Hüffmeier, Philipp Alexander Freund, Alfred Zerres, Klaus Backhaus & Guido Hertel. (2011) Being Tough or Being Nice? A Meta-Analysis on the Impact of Hard- and Softline Strategies in Distributive Negotiations. Journal of Management 40:3, pages 866-892.
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Meina Liu. (2011) A Phasic Analysis of Strategy Sequences and Their Mediating Effects on Interaction Goals and Negotiation Outcomes. Communication Research 40:3, pages 337-359.
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Meina Liu. (2011) Cultural Differences in Goal‐directed Interaction Patterns in Negotiation. Negotiation and Conflict Management Research 4:3, pages 178-199.
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Amy Grubb. (2010) Modern day hostage (crisis) negotiation: The evolution of an art form within the policing arena. Aggression and Violent Behavior 15:5, pages 341-348.
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Sabine T. Koeszegi & Rudolf Vetschera. 2010. Handbook of Group Decision and Negotiation. Handbook of Group Decision and Negotiation 121 138 .
Camille P. Schuster & Michael J. Copeland. (2008) Cultural theory in use: the intersection of structure, process and communication in business practice. Journal of Public Affairs 8:4, pages 261-280.
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Mara Olekalns & Laurie R. Weingart. (2008) Emergent Negotiations: Stability and Shifts in Negotiation Dynamics. Negotiation and Conflict Management Research 1:2, pages 135-160.
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Katharina J. Srnka & Sabine T. Koeszegi. (2017) From Words to Numbers: How to Transform Qualitative Data into Meaningful Quantitative Results. Schmalenbach Business Review 59:1, pages 29-57.
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Jeffrey Loewenstein, Michael W. Morris, Agnish Chakravarti, Leigh Thompson & Shirli Kopelman. (2005) At a loss for words: Dominating the conversation and the outcome in negotiation as a function of intricate arguments and communication media. Organizational Behavior and Human Decision Processes 98:1, pages 28-38.
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Paul J. Taylor & Ian Donald. (2004) The Structure of Communication Behavior in Simulated and Actual Crisis Negotiations. Human Communication Research 30:4, pages 443-478.
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Gail T. Fairhurst. (2016) Textuality and Agency in Interaction Analysis. Organization 11:3, pages 335-353.
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Seungwoo Kwon & Laurie R. Weingart. (2004) Unilateral Concessions From the Other Party: Concession Behavior, Attributions, and Negotiation Judgments.. Journal of Applied Psychology 89:2, pages 263-278.
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Mara Olekalns & Philip L. Smith. (2003) SOCIAL MOTIVES IN NEGOTIATION: THE RELATIONSHIPS BETWEEN DYAD COMPOSITION, NEGOTIATION PROCESSES AND OUTCOMES. International Journal of Conflict Management 14:3/4, pages 233-254.
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Paul J. Taylor & Ian Donald. (2003) FOUNDATIONS AND EVIDENCE FOR AN INTERACTION‐BASED FLICT NEGOTIATION. International Journal of Conflict Management 14:3/4, pages 213-232.
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Mara Olekalns & Philip L Smith. (2003) Testing the relationships among negotiators’ motivational orientations, strategy choices, and outcomes. Journal of Experimental Social Psychology 39:2, pages 101-117.
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Jeanne Brett, Laurie Weingart & Mara Olekalns. 2003. Time in Groups. Time in Groups 39 64 .
Paul J. Taylor. (2002) A Cylindrical Model of Communication Behavior in Crisis Negotiations. Human Communication Research 28:1, pages 7-48.
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M Olekalns & PL Smith. (2000) Understanding optimal outcomes.. Human Communication Research 26:4, pages 527-557.
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Laurie R. Weingart, Michael J. Prietula, Elaine B. Hyder & Christopher R. Genovese. (1999) Knowledge and the Sequential Processes of Negotiation: A Markov Chain Analysis of Response-in-Kind. Journal of Experimental Social Psychology 35:4, pages 366-393.
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Cynthia Padula. (2016) Older Couples' Decision Making on Health Issues. Western Journal of Nursing Research 18:6, pages 675-687.
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Karen L. Harris. (1996) Content analysis in negotiation research: A review and guide. Behavior Research Methods, Instruments, & Computers 28:3, pages 458-467.
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Joachim R. HöflichJoachim R. Höflich. 1996. Technisch vermittelte interpersonale Kommunikation. Technisch vermittelte interpersonale Kommunikation 307 344 .
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Joe F. Alexander, Patrick L. Schul & Emin Babakus. (1991) Analyzing interpersonal communications in industrial marketing negotiations. Journal of the Academy of Marketing Science 19:2, pages 129-139.
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Laurie R. Weingart, Leigh L. Thompson, Max H. Bazerman & John S. Carroll. (1990) TACTICAL BEHAVIOR AND NEGOTIATION OUTCOMES. International Journal of Conflict Management 1:1, pages 7-31.
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David Brinberg & James Jaccard. 1989. Dyadic Decision Making. Dyadic Decision Making 313 333 .
Steve Hinkle, William B. Stiles & Laurie A. Taylor. (2016) Verbal Processes in a Labour/Management Negotiation. Journal of Language and Social Psychology 7:2, pages 123-136.
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Virginia W. Cooper. (2016) The Measurement of Conflict Interaction Intensity: Observer and Participant Perceived Dimensions. Human Relations 41:2, pages 171-178.
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Frank Tutzauer. (1986) Bargaining as a dynamical system. Behavioral Science 31:2, pages 65-81.
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Virginia W. Cooper. (1986) Participant and observer attribution of affect in interpersonal conflict: An examination of noncontent verbal behavior. Journal of Nonverbal Behavior 10:2, pages 134-144.
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DEAN E. HEWES. (1985) SYSTEMATIC BIASES IN CODED SOCIAL INTERACTION DATA. Human Communication Research 11:4, pages 554-574.
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WILLIAM A. DONOHUE, MARY E. DIEZ & MARK HAMILTON. (1984) CODING NATURALISTIC NEGOTIATION INTERACTION. Human Communication Research 10:3, pages 403-425.
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Gary F. SoldowGloria Penn Thomas. (2018) Relational Communication: Form versus Content in the Sales Interaction. Journal of Marketing 48:1, pages 84-93.
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Mara Olekalns & Laurie R. Weingart. (2003) Think Globally, Act Locally: Towards an Adaptive Model of Dyadic Negotiations in Organizations. SSRN Electronic Journal.
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Robert Wilken, Simone Fucks, Frank Jacob & Nathalie Prime. (2010) In How Far Does the Cultural Context Explain Behavior in and Outcomes of Intercultural Business Negotiations?. SSRN Electronic Journal.
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