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

By Wendi L. Adair, Jeanne M. Brett. Organ. Sci., 2005

469 citations recorded by the source corpus.

Subfields: Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/227138e8d4d63f7a5d80d29882a0469dad2b4136

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Citations in the corpus

Learning Sequences: Their Existence, Effect, and Evolution (2012, background): “…sequences in process research on learning is problematic , since the concept of sequences is central in much organizational process research (Adair & Brett, 2005; Amis, Slack, & Hinings, 2004; Burgelman , 1994, 1996; Langley, 1989) and is explicitly highlighted when scholars build theory…”
The culturally intelligent negotiator: The impact of cultural intelligence (CQ) on negotiation sequences and outcomes (2010, result): “Consistent with previous cross-cultural research (Adair, 2003; Adair & Brett, 2005; Adair et al., 2001), we coded for direct and indirect ways of conveying/eliciting integrative information.”
Examining Cultural Intelligence and Cross-Cultural Negotiation Effectiveness (2015, background): “Theory and research on cross-cultural competence has evolved from a focus on cultural knowledge to cross-cultural communication skills (Adair, 2003; Adair & Brett, 2005) to the current formulation of cultural intelligence (Ang et al., 2007; Earley & Ang, 2003).”
I feel, therefore you act: Intrapersonal and interpersonal effects of emotion on negotiation as a function of social power (2010, methodology): “The high-power negotiator’s emotion is represented by 3 The relevant existing schemes were created by Adair and Brett (2005), Olekalns et al. (1996) and Weingart, Prietula, Hyder, and Genovese (1999).”
Cross-cultural organizational behavior. (2007, background): “Although the stages that negotiators go through may be etic, there is cultural variation in the types of strategies used across different stages (Adair & Brett 2005).”
The relationship between cultural values, cultural intelligence and negotiation styles (2019, unknown): “They find that successful cross-cultural negotiation requires a good understanding of the differences in cultural values and behaviors (Adair & Brett, 2005; Groves, Feyerherm, & Gu, 2015; Imai & Gelfand, 2010).”