NCMR Recent Publication Spotlight

NCMR Recent Publication Spotlight

Emotion

Getting off to a “Hot" Start: How the Timing of Expressed Anger Influences Relational Outcomes in Negotiation

By David Hunsaker and Teng Zhang

An Angry Face and a Guilty Conscience: The Intrapersonal Effects of Fake Anger in Negotiation

By David Hunsaker, Teng Zhang and McKenzie Rees

Concession

Your Cost or My Benefit? : Effects of Concession Frames in Distributive Negotiations

By Nazli Bhatia, Rosalind Chow, Laurie Weingart and Matthew Diabes

Short-Term Effects of Authority Concessions to Terrorist Hostage-Takers: Stability and Generalizability of the Concession Effect

By Marc Mertes, Jens Mazei, Corinna Gemmecke and Joachim Hüffmeier

Anchoring

Toward a Process Model of First Offers and Anchoring in Negotiations

By Wolfram Emanuel Lipp, Remigiusz Smolinski and Peter Kesting

Expectations, Conflict Styles, and Anchors in Negotiation

By Colleen Tolan, Deborah A Cai and Edward L. Fink

Communication Media

Building Negotiator Trust Through Social Presence – Effects of Communication Media and Information Reprocessability on Trust in Negotiations

By Dominik Sondern and Guido Hertel

Does Justice Need to be in the Eyes of Both Beholders? Examining Face-to-Face and Virtual Negotiators’ Interactional Justice Congruence

By Catherine Elizabeth Kleshinski, Kelly Schwind Wilson, D Scott DeRue and Donald E Conlon

Negotiation Initiation

Gender Differences in Motives for Initiating and Avoiding Negotiations

By Julia A.M. Reif, Katharina G. Kugler and Felix C Brodbeck

“Should I Negotiate?” A Model of Negotiation Initiation Considering Psychological Person-Environment Transactions

By Julia A.M. Reif and Felix C Brodbeck

B2B Negotiation

A Turning Points Analysis of Cross-Border Merger and Acquisition Negotiations

By Yadvinder S. Rana, Daniel Druckman and Jesus Canduela

The Future of Business Negotiations – Current Trends and New Perspectives on Negotiation Behavior

By Patricia Oehlschläger, Sandra Haggenmüller, Uta Herbst and Markus Voeth

Conflict Styles and Dual Concern Model

Testing the assumptions underlying the dual concerns model: the role of motivation and emotion regulation skills

By Mark H Davis, Jake Duggan, Madison Gumprecht, Octavia Loll and Brittany Poulo

Conflict Positioning in Crisis Communication: Impact of antecedent conditions on negotiation

By Augustine Pang and Glen T. Cameron

Linking Achievement Goal Orientation to Socio-Cognitive Conflict Regulation in Higher Education

By Dorit Alt and Yoav Kapshuk

How Do Buddhist Monks Frame Conflicts? A Buddhist Approach to Paradox

By Hee-Chan Song

Conflict Management and Resolution

Toward a Contingency Theory of Relating Management: Exploring Organization-Public Relationships (OPRs) in Conflicts

By Yang (Alice) Cheng and Allison Fisk

Negotiation and Conflict Management: Two Valuable Tools in the Public Relations Toolbox

By James Grunig

Negotiating Disciplines: A Model of Integrative Public Relations from a Conflict-Resolution Perspective

By Yi-Hui Christine Huang and Qinxian Cai

Activating an Integrative Mindset Improves the Subjective Outcomes of Value-Driven Conflicts

By Carolin Schuster, Fieke Harinck and Roman Trötschel

Research and Practice

Working Together: Bridging the Researcher-Practitioner Gap

By Daniel Druckman and William A. Donohue

Lessons from Practice: Extensions of Current Negotiation Theory and Research

By Jimena Ramirez-Marin, Daniel Druckman and William A. Donohue

From Theory to Practice and Back Again: Lessons from Hostage Negotiation for Conflict Management

By Deborah A Cai

When control does not pay off: The dilemma between trade-off opportunities and budget restrictions in B2B negotiations

By Michel Mann, Marco Warsitzka, Hong Zhang, Joachim Hüffmeier and Roman Trötschel

What Do You Expect?: Assessing Whether a Situation is “Ripe” for Collaborative Governance

By Michael A Kern and Amanda G Murphy