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Long and Short Routes to Success in Electronically Mediated Negotiations: Group Affiliations and Good Vibrations, , , , , ,

Moore, Don A.; Kurtzberg, Terri R.; Thompson, Leigh L.; … - In: Organizational Behavior and Human Decision Processes 77 (1999) 1, pp. 22-43

Persistent link: https://www.econbiz.de/10005430881

Affect from the top down: How powerful individuals' positive affect shapes negotiations

Anderson, Cameron; Thompson, Leigh L. - In: Organizational Behavior and Human Decision Processes 95 (2004) 2, pp. 125-139

Persistent link: https://www.econbiz.de/10005430973

ARTICLES - Barriers to Resolution in Ideologically Based Negotiations: The Role of Values and Institutions

Wade-Benzoni, Kimberly A.; Hoffman, Andrew J.; … - In: The Academy of Management review : AMR 27 (2002) 1, pp. 41-57

Persistent link: https://www.econbiz.de/10006723840

BOOK REVIEWS - Other Reviews - Shared Cognition in Organizations

Thompson, Leigh L.; Levine, John M.; Messick, David M.; … - In: Administrative science quarterly : ASQ ; dedicated to … 47 (2002) 3, pp. 577-579

Persistent link: https://www.econbiz.de/10006259899

A Mixed-Motive Perspective on the Economics versus Environment Debate

Hoffman, Andrew J.; Gillespie, James; Moore, Don; … - Institute for Policy Research (IPR), Northwestern University

What is the relationship between economic development and environmental protection? Mirroring the negotiations field of 15 years ago, the debate over this question has polarized into the opposing perspectives of win-lose (distributive bargaining) or win-win (integrative bargaining) outcomes. We...

Persistent link: https://www.econbiz.de/10005742307

Face threat sensitivity in negotiation: Roadblock to agreement and joint gain

White, Judith B.; Tynan, Renee; Galinsky, Adam D.; … - In: Organizational Behavior and Human Decision Processes 94 (2004) 2, pp. 102-124

Persistent link: https://www.econbiz.de/10005430995

Don't hate me because I'm beautiful: Self-enhancing biases in threat appraisal

Menon, Tanya; Thompson, Leigh - In: Organizational Behavior and Human Decision Processes 104 (2007) 1, pp. 45-60

Persistent link: https://www.econbiz.de/10005431028

How Communication Improves Efficiency in Bargaining Games

Valley, Kathleen; Thompson, Leigh; Gibbons, Robert; … - In: Games and Economic Behavior 38 (2002) 1, pp. 127-155

Persistent link: https://www.econbiz.de/10005413511

Learning Negotiation Skills: Four Models of Knowledge Creation and Transfer

Nadler, Janice; Thompson, Leigh; Boven, Leaf Van - In: Management science : journal of the Institute for … 49 (2003) 4, pp. 529-540

Persistent link: https://www.econbiz.de/10006084762

Short horizons and tempting situations: Lack of continuity to our future selves leads to unethical decision making and behavior

Hershfield, Hal E.; Cohen, Taya R.; Thompson, Leigh - In: Organizational Behavior and Human Decision Processes 117 (2012) 2, pp. 298-310

People who feel continuity with their future selves are more likely to behave in ethically responsible ways as compared to people who lack continuity with their future selves. We find that individual differences in perceived similarity to one’s future self predicts tolerance of unethical...

Persistent link: https://www.econbiz.de/10010576402