INTEGRATIVE SEQUENCES AND NEGOTIATION OUTCOME IN SAME‐ AND MIXED‐CULTURE NEGOTIATIONS

By Wendi L. Adair. 2003

93 citations recorded by the source corpus.

Subfields: Communication, Social Psychology, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/5bdb503ba35a806d5f5e0c9411f5b9f6c2553a9f

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Communication

1. Michele J. Gelfand
2. L. Imai
3. Jeanne M. Brett
4. Minhua Gu
5. Kevin S. Groves
6. Wendi L. Adair
7. Ann E. Feyerherm

In Social Psychology

1. Michele J. Gelfand
2. L. Imai
3. Jeanne M. Brett
4. Ann E. Feyerherm
5. Kevin S. Groves
6. Minhua Gu
7. Wendi L. Adair
8. N. Clarke

In Sociology and Political Science

1. Michele J. Gelfand
2. L. Imai
3. Jeanne M. Brett
4. Kevin S. Groves
5. Minhua Gu
6. Ann E. Feyerherm
7. Wendi L. Adair

Citations in the corpus

• The culturally intelligent negotiator: The impact of cultural intelligence (CQ) on negotiation sequences and outcomes (2010, methodology): “Calculating sequences at the immediate time lag In counting the frequency of sequences of integrative information behaviors and sequences of cooperative relationship management behaviors, sequences were counted at the immediate time lag (c.f. Adair, 2003).”
• 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). Cultural intelligence (CQ), defined by”
• The Negotiation Dance: Time, Culture, and Behavioral Sequences in Negotiation (2005, methodology): “Details on methods for constructing and measuring reciprocal sequences are reported in Adair (2003).”