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Research Output 1972 2019

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Article
2019

Searching for trustworthiness: culture, trust and negotiating new business relationships

Brett, J. & Mitchell, T., Jan 1 2019, (Accepted/In press) In : International Journal of Conflict Management.

Research output: Contribution to journalArticle

business relationship
trustworthiness
Industry
respect
national culture
2018
5 Citations (Scopus)

Everything in moderation: The social effects of anger depend on its perceived intensity

Adam, H. & Brett, J. M., May 1 2018, In : Journal of Experimental Social Psychology. 76, p. 12-18 7 p.

Research output: Contribution to journalArticle

Anger
anger
social effects
Negotiating
concession
3 Citations (Scopus)

Intercultural challenges in managing workplace conflict - A call for research

Brett, J., Jan 1 2018, In : Cross Cultural and Strategic Management. 25, 1, p. 32-52 21 p.

Research output: Contribution to journalArticle

workplace
conflict management
emotion
honor
cultural conflict
2017
4 Citations (Scopus)

A Measurement Model for Dignity, Face, and Honor Cultural Norms

Yao, J., Ramirez-Marin, J., Brett, J., Aslani, S. & Semnani-Azad, Z., Dec 1 2017, In : Management and Organization Review. 13, 4, p. 713-738 26 p.

Research output: Contribution to journalArticle

Dignity
Measurement model
Cultural differences
Construct validity
Social interaction
3 Citations (Scopus)

Culture and negotiation strategy: A framework for future research

Brett, J., Gunia, B. C. & Teucher, B. M., Nov 1 2017, In : Academy of Management Perspectives. 31, 4, p. 288-308 21 p.

Research output: Contribution to journalArticle

Negotiation strategy
Cultural differences
Interaction
Anomaly
Mindset

Negotiating with Chinese investors

Ma, L., Brett, J., Wang, H. & Zhang, Z. X., Sep 1 2017, In : MIT Sloan Management Review. 59, 1, p. 88-90 3 p.

Research output: Contribution to journalArticle

Investors
Negotiating
3 Citations (Scopus)

Understanding the trust deficit in China: Mapping positive experience and trust in strangers

Yao, J., Zhang, Z. X., Brett, J. & Murnighan, J. K., Nov 1 2017, In : Organizational Behavior and Human Decision Processes. 143, p. 85-97 13 p.

Research output: Contribution to journalArticle

China
Stranger
Outgroup
Research
3 Citations (Scopus)

Understanding trust development in negotiations: An interdependent approach

Yao, J., Zhang, Z. X. & Brett, J., Jun 1 2017, In : Journal of Organizational Behavior. 38, 5, p. 712-729 18 p.

Research output: Contribution to journalArticle

Negotiating
Propensity
interdependence
Negotiation behaviour
2016
28 Citations (Scopus)

Dignity, face, and honor cultures: A study of negotiation strategy and outcomes in three cultures

Aslani, S., Ramirez-Marin, J., Brett, J., Yao, J., Semnani-Azad, Z., Zhang, Z. X., Tinsley, C., Weingart, L. & Adair, W., Nov 1 2016, In : Journal of Organizational Behavior. 37, 8, p. 1178-1201 24 p.

Research output: Contribution to journalArticle

Negotiating
honor
business relationship
Qatar
Social Desirability
3 Citations (Scopus)

Managing Co-occurring Conflicts in Teams

Behfar, K., Friedman, R. & Brett, J., May 1 2016, In : Group Decision and Negotiation. 25, 3, p. 501-536 36 p.

Research output: Contribution to journalArticle

Managers
Industry
manager
industry
Task conflict
13 Citations (Scopus)

Negotiation

Brett, J. & Thompson, L., Sep 1 2016, In : Organizational Behavior and Human Decision Processes. 136, p. 68-79 12 p.

Research output: Contribution to journalArticle

Negotiating
Research
Interpersonal Relations
Cognition
Personality
2015

Attitudinal Structuring, Alternative Dispute Resolution, and Negotiation Strategy

Brett, J., Jan 1 2015, In : Negotiation Journal. 31, 4, p. 359-360 2 p.

Research output: Contribution to journalArticle

Negotiation strategy
Alternative dispute resolution
23 Citations (Scopus)
Negotiating
Anger
anger
social effects
concession

What Chinese Companies Want from International Deals

Ma, L., Brett, J. M., Wang, H. & Zhang, Z. X., Feb 12 2015, In : Harvard Business Review.

Research output: Contribution to journalArticle

2014
6 Citations (Scopus)

Trust me, I'm a negotiator: Diagnosing trust to negotiate effectively, globally

Gunia, B. C., Brett, J. & Nandkeolyar, A. K., Jan 1 2014, In : Organizational Dynamics. 43, 1, p. 27-36 10 p.

Research output: Contribution to journalArticle

When and How To Let a Conflict Go

Brett, J. M., Jun 10 2014, In : Harvard Business Review.

Research output: Contribution to journalArticle

2013
2 Citations (Scopus)

Effective influence in negotiation: The role of culture and framing

Adair, W. L., Taylor, M., Chu, J., Ethier, N., Xiong, T., Okumura, T. & Brett, J., Jan 1 2013, In : International Studies of Management and Organization. 43, 4, p. 6-25 20 p.

Research output: Contribution to journalArticle

Influence strategies
Managers
Cultural differences
Logic
Dyads
4 Citations (Scopus)

Gender and role in conflict management: Female and male managers as third parties

Benharda, I., Brett, J. & Lempereur, A., May 1 2013, In : Negotiation and Conflict Management Research. 6, 2, p. 79-93 15 p.

Research output: Contribution to journalArticle

conflict management
Managers
manager
gender
leadership

How to Argue Across Cultures

Brett, J. M., Behfar, K. & Sanchez-Burks, J., Dec 4 2013, In : Harvard Business Review.

Research output: Contribution to journalArticle

37 Citations (Scopus)

Toward a Culture-by-Context Perspective on Negotiation: Negotiating Teams in the United States and Taiwan

Gelfand, M. J., Brett, J., Gunia, B. C., Imai, L., Huang, T. J. & Hsu, B. F., May 1 2013, In : Journal of Applied Psychology. 98, 3, p. 504-513 10 p.

Research output: Contribution to journalArticle

Negotiating
Taiwan
Research
2012
11 Citations (Scopus)

Bridging social distance in inter-cultural negotiations: "you" and the bi-cultural negotiator

Kern, M. C., Lee, S., Aytug, Z. G. & Brett, J., Apr 1 2012, In : International Journal of Conflict Management. 23, 2, p. 173-191 19 p.

Research output: Contribution to journalArticle

social distance
dyad
Students
language
Economics
9 Citations (Scopus)

East Asians' Social Heterogeneity: Differences in Norms among Chinese, Japanese, and Korean Negotiators

Lee, S., Brett, J. & Park, J. H., Oct 1 2012, In : Negotiation Journal. 28, 4, p. 429-452 24 p.

Research output: Contribution to journalArticle

Managers
manager
tactics
Japan
business relationship
26 Citations (Scopus)

Fusing creativity: Cultural metacognition and teamwork in multicultural teams

Crotty, S. K. & Brett, J., May 1 2012, In : Negotiation and Conflict Management Research. 5, 2, p. 210-234 25 p.

Research output: Contribution to journalArticle

teamwork
creativity
Fusion reactions
Multicultural teams
Metacognition
15 Citations (Scopus)

When Cultures Clash Electronically: The Impact of Email and Social Norms on Negotiation Behavior and Outcomes

Rosette, A. S., Brett, J., Barsness, Z. & Lytle, A. L., May 1 2012, In : Journal of Cross-Cultural Psychology. 43, 4, p. 628-643 16 p.

Research output: Contribution to journalArticle

Negotiating
Hong Kong
Social Norms
reactance
aggressiveness
2011
23 Citations (Scopus)

Cultural differences in the function and meaning of apologies

Maddux, W. W., Kim, P. H., Okumura, T. & Brett, J., Oct 6 2011, In : International Negotiation. 16, 3, p. 405-425 21 p.

Research output: Contribution to journalArticle

cultural difference
credibility
integrity
Japan
71 Citations (Scopus)

Paying a Price: Culture, Trust, and Negotiation Consequences

Gunia, B. C., Brett, J., Nandkeolyar, A. K. & Kamdar, D., Jul 1 2011, In : Journal of Applied Psychology. 96, 4, p. 774-789 16 p.

Research output: Contribution to journalArticle

Negotiating
North American Indians
Theoretical Models
Joints
10 Citations (Scopus)

Relational construal in negotiation: Propositions and examples from latin and anglo cultures

Ramirez-Marin, J. Y. & Brett, J., Oct 6 2011, In : International Negotiation. 16, 3, p. 383-404 22 p.

Research output: Contribution to journalArticle

cultural difference
economics
empirical research
evaluation
Group
1 Citation (Scopus)

Thirty-five years of studying work and family

Brett, J., Sep 1 2011, In : Psychology of Women Quarterly. 35, 3, p. 500-503 4 p.

Research output: Contribution to journalArticle

2010

Clueless About Culture and Indirect Confrontation of Conflict

Brett, J. M., 2010, In : Negotiation and Conflict Management Research. 3, 3, p. 169-178 10 p.

Research output: Contribution to journalArticle

Words Are All I Have: Linguistic Cues as Predictors of Settlement in Divorce Mediation

Olekalns, M., Brett, J. M. & Donohue, W., 2010, In : Negotiation and Conflict Management Research. 3, 2, p. 145-168 24 p.

Research output: Contribution to journalArticle

Open Access
divorce
Linguistics
mediation
wife
linguistics
2009
12 Citations (Scopus)

How to manage your negotiating team

Brett, J., Friedman, R. & Behfar, K., Sep 1 2009, In : Harvard Business Review. 87, 9

Research output: Contribution to journalArticle

Planning Techniques
Negotiating
Institutional Management Teams
7 Citations (Scopus)

What difference does a robe make? Comparing mediators with and without prior judicial experience: Research reports

Goldberg, S. B., Shaw, M. L. & Brett, J., Jul 1 2009, In : Negotiation Journal. 25, 3, p. 277-305 29 p.

Research output: Contribution to journalArticle

confidence
experience
Mediator
lack
evaluation
2008

Disputants’ Perceptions of Dispute Resolution Procedures: An Ex Ante and Ex Post Longitudinal Empirical Study

Shestowsky, D. & Brett, J. M., 2008, In : Connecticut Law Review. 41, 1, p. 63-107 45 p.

Research output: Contribution to journalArticle

2007
71 Citations (Scopus)

Conflicting Social Motives in Negotiating Groups

Weingart, L. R., Brett, J., Olekalns, M. & Smith, P. L., Dec 1 2007, In : Journal of Personality and Social Psychology. 93, 6, p. 994-1010 17 p.

Research output: Contribution to journalArticle

Negotiating
Multilevel Analysis
Group
Sequence Analysis
Decision Making
16 Citations (Scopus)

Intervening in Employee Disputes: How and When Will Managers from China, Japan and USA Act Differently?

Brett, J. M., Tinsley, C., Shapiro, D. L. & Okumura, T., 2007, In : Management and Organization Review. 3, 02, p. 311-315 5 p.

Research output: Contribution to journalArticle

18 Citations (Scopus)

Perceptions of time and their impact on negotiations in the Arabic-speaking Islamic world

Alon, I. & Brett, J., Jan 1 2007, In : Negotiation Journal. 23, 1, p. 55-73 19 p.

Research output: Contribution to journalArticle

speaking
tactics
time
cultural difference
Tactics
90 Citations (Scopus)

Sticks and stones: Language, face, and online dispute resolution

Brett, J., Olekalns, M., Friedman, R., Goates, N., Anderson, C. & Lisco, G. C., Jan 1 2007, In : Academy of Management Journal. 50, 1, p. 85-99 15 p.

Research output: Contribution to journalArticle

Feedback
Dispute resolution
Language
Seller
Dispute
39 Citations (Scopus)

The Timing and Function of Offers in U.S. and Japanese Negotiations

Adair, W. L., Weingart, L. & Brett, J., Jul 1 2007, In : Journal of Applied Psychology. 92, 4, p. 1056-1068 13 p.

Research output: Contribution to journalArticle

Negotiating
Joints
Information Dissemination
Japan
2006
552 Citations (Scopus)

A tale of two methods

James, L. R., Mulaik, S. A. & Brett, J., Apr 1 2006, In : Organizational Research Methods. 9, 2, p. 233-244 12 p.

Research output: Contribution to journalArticle

Testing
Mediation
Structural equation modeling
Estimator
100 Citations (Scopus)

Managing multicultural teams

Brett, J., Behfar, K. & Kern, M. C., Nov 1 2006, In : Harvard Business Review. 84, 11

Research output: Contribution to journalArticle

Managers
Multicultural teams
Decision making
Communication
2005
12 Citations (Scopus)

Getting the floor: Motive-consistent strategy and individual outcomes in multi-party negotiations

Kern, M. C., Brett, J. & Weingart, L. R., Jan 1 2005, In : Group Decision and Negotiation. 14, 1, p. 21-41 21 p.

Research output: Contribution to journalArticle

persistence
consistency theory
human being
evidence
Persistence
207 Citations (Scopus)

The negotiation dance: Time, culture, and behavioral sequences in negotiation

Adair, W. L. & Brett, J., Jan 1 2005, In : Organization Science. 16, 1, p. 33-51 19 p.

Research output: Contribution to journalArticle

Waxes
Dance
Dyads
Japan
Hong Kong
2004
57 Citations (Scopus)

Culture and negotiation strategy

Adair, W., Brett, J., Lempereur, A., Okumura, T., Shikhirev, P., Tinsley, C. & Lytle, A., Jan 1 2004, In : Negotiation Journal. 20, 1, p. 87-111 25 p.

Research output: Contribution to journalArticle

information exchange
Values
Negotiation strategy
Hong Kong
Russia
1 Citation (Scopus)

Effets de la culture sur le style de négociation. Trois cas inspirés d'ailleurs

Brett, J. & Gelfand, M., Dec 1 2004, In : Revue Francaise de Gestion. 153, 6, p. 201-210 10 p.

Research output: Contribution to journalArticle

140 Citations (Scopus)

The Positive and Negative Effects of Anger on Dispute Resolution: Evidence From Electronically Mediated Disputes

Friedman, R., Anderson, C., Brett, J., Olekalns, M., Goates, N. & Lisco, C. C., Apr 1 2004, In : Journal of Applied Psychology. 89, 2, p. 369-376 8 p.

Research output: Contribution to journalArticle

Dissent and Disputes
Anger
Emotions
2003
61 Citations (Scopus)

Phases, transitions and interruptions: Modeling processes in multi-party negotiations

Olekalns, M., Brett, J. & Weingart, L. R., Jan 1 2003, In : International Journal of Conflict Management. 14, 3-4, p. 191-211 21 p.

Research output: Contribution to journalArticle

Phase transitions
Communication
Group
Phase transition
Process modeling
215 Citations (Scopus)

Working 61 plus hours a week: Why do managers do it?

Brett, J. & Stroh, L. K., Feb 1 2003, In : Journal of Applied Psychology. 88, 1, p. 67-78 12 p.

Research output: Contribution to journalArticle

Reward
Leisure Activities
Relief Work
Psychology
Pressure
2002
57 Citations (Scopus)

Cognitions and behavior in asymmetric social dilemmas: a comparison of two cultures.

Wade-Benzoni, K. A., Okumura, T., Brett, J. M., Moore, D. A., Tenbrunsel, A. E. & Bazerman, M. H., Jan 1 2002, In : The Journal of applied psychology. 87, 1, p. 87-95 9 p.

Research output: Contribution to journalArticle

Cognition
Japan
Communication
2001
70 Citations (Scopus)

Managing Workplace Conflict in the United States and Hong Kong

Tinsley, C. H. & Brett, J., Jan 1 2001, In : Organizational Behavior and Human Decision Processes. 85, 2, p. 360-381 22 p.

Research output: Contribution to journalArticle

Hong Kong
Workplace
Negotiating
Conflict (Psychology)
Work place

Negotiation behavior when cultures collide: the United States and Japan.

Adair, W. L., Okumura, T. & Brett, J. M., Jun 1 2001, In : Journal of Applied Psychology. 86, 3, p. 371-385 15 p.

Research output: Contribution to journalArticle

Negotiating
Japan
Joints
Linear Models
Logistic Models