- Melbourne Business School - Research Publications
Melbourne Business School - Research Publications
Permanent URI for this collection
6 results
Filters
Reset filtersSettings
Statistics
Citations
Search Results
Now showing
1 - 6 of 6
-
ItemMutually Dependent: Power, Trust, Affect and the Use of Deception in NegotiationOlekalns, M ; Smith, PL (SPRINGER, 2009-03)
-
ItemEmotions in NegotiationDRUCKMAN, D. ; OLEKALNS, M. ( 2008)
-
ItemResolving the empty core: trust as a determinant of outcomes in three-party negotiationsOlekalns, M ; Lau, F ; Smith, PL (SPRINGER, 2007-11)
-
ItemThe positive and negative effects of anger on dispute resolution: Evidence from electronically mediated disputesFriedman, R ; Anderson, C ; Brett, J ; Lisco, CC (AMER PSYCHOLOGICAL ASSOC, 2004-04)Scholars have argued that anger expressed by participants in mediation is counterproductive; yet, there is also reason to believe that expressions of anger can be productive. The authors tested these competing theories of emotion by using data from online mediation. Results show that expression of anger lowers the resolution rate in mediation and that this effect occurs in part because expressing anger generates an angry response by the other party. However, when respondents are especially vulnerable, expressions of anger by the filer do not hinder settlement. The authors also examined precursors to anger, such as value of dispute and reputation, and the degree to which a focus on dispute resolution is reciprocated.
-
ItemSticks and stones: Language, face, and online dispute resolutionBrett, JM ; Olekalns, M ; Friedman, R ; Goates, N ; Anderson, C ; Lisco, CC (ACAD MANAGEMENT, 2007-02)
-
ItemLoose with the truth: Predicting deception in negotiationOlekalns, M ; Smith, PL (SPRINGER, 2007-12)