ARTICULOS DE NEGOCIACION - WEB
TITULO
AUTOR - INSTITUCION
PAGINA WEB
Thinking Back on Where We’re Going : A Methodological
Assessment of Five Decades of Research in Negotiation
Behavior - Some Preliminary Findings…
Steven Mestdagh
http://papers.ssrn.com/sol3/papers.cfm?abst
ract_id=400840
About Adversity Quotient® (AQ®)
Web site de Peak Learning
http://www.peaklearning.com/downloads.htm
l
Technical Supplement to Adversity Response ProfileTM (ARPTM)
Web site de Peak Learning
http://www.peaklearning.com/downloads.htm
l
Altruistic punishment and the origin of cooperation
James H. Fowler
http://www.pnas.org/cgi/content/abstract/050
0938102v1
Friends, Lovers, Colleagues, Strangers Redux:
Relationships and Negotiations in Context
Kathleen L. McGinn
http://www1.kellogg.northwestern.edu/wps/F
etchDoc.asp?document_seqno=156
How to… Negotiate
Web site de Western Organization of
Resource Councils
http://www.worc.org/pdfs/negot.pdf
On Six Advances in Cooperation Theory
Robert Axelrod
http://www.fordschool.umich.edu/research/p
apers/PDFfiles/00-003.pdf
The Evolution of Cooperation
Robert Axelrod,
http://dapissarenko.com/resources/2004_09
_15_books/Axelrod1985.pdf
Do Good Laws Make Good Citizens? An Economic
Analysis of Internalizing Legal Values
Web site de The Independent Institute
http://www.independent.org/pdf/working_pap
ers/33_do_good.pdf
Rating of importance of shared and unshared information:
the effects of mentioning of information, ownership bias,
reiteration, and confirmation bias
Lyn M. Van Swol
http://www1.kellogg.northwestern.edu/wps/S
electDocument.asp?dept_id=DRRC
Trust and Cooperation: Analysis and Critique of the
Rational Actor Model
Massachusetts Institute of Technology
http://ocw.mit.edu/NR/rdonlyres/PoliticalScience/17-955Fall-2004/B5E8E732-8D4C-
408D-92361355B712685/0/matsuzaki_res_4.pdf
Trust Building via Risk Taking: A Cross-Societal
Experiment
University of California, Berkerly, SIMS
http://www.sims.berkeley.edu/~coye/papers/
Trust_risk-taking2005.pdf
Individual-Group Continuity in Cooperation and
Competition under Varying Communication Conditions
Hein F.M. Lodewijkx
http://www.uiowa.edu/~grpproc/crisp/crisp.6.
12.htm
Group Decision Support for Resource Allocation
Decisions in Three-Person Groups
LSE – The Department of Information
Systems
http://is.lse.ac.uk/asp/aspecis/20040167.pdf
Did You Know It All Along?
Excerpt from: David G. Meyers, Exploring
Social Psychology.
http://csml.som.ohiostate.edu/Music829C/hindsight.bias.html
Music Cognition at Ohio State University
Personalized Description and Success Strategies from the
Personal Profile System
Center for Internal Change – DISC
http://www.internalchange.com/disc_profile_
store/mall/ppsssamples/generalcharacteristi
cs.pdf
Notes of the Economics of Labor Unions
Henry Farber – Princeton University
http://www.irs.princeton.edu/pubs/pdfs/452re
v.pdf
The Effect of Friendship on Decisions: Field Studies of
Real Estate Transactions
Center for Advanced Human Resource
Studies
http://digitalcommons.ilr.cornell.edu/cgi/view
content.cgi?article=1233&context=cahrswp
The Enlightened Negotiator: What is the Best Type of
Interaction?
Gail Berger
http://www1.kellogg.northwestern.edu/wps/F
etchDoc.asp?document_seqno=152
Bargaining With Feeling: The Role Of Emotion In
Negotiation
Bruce Barry - Owen Graduate School of
Management - Vanderbilt University
http://www1.kellogg.northwestern.edu/wps/F
etchDoc.asp?document_seqno=145
Emotion Expression in Human Punishment Behavior
Erte Xiao*† Daniel Houser*†‡
http://econwpa.wustl.edu/eps/exp/papers/05
04/0504003.pdf
Experiments investigating cooperative types in humans: A
complement to evolutionary theory and simulations
Robert Kurzban*†‡ and Daniel Houser†§
http://www.science.mcmaster.ca/psychology/
seminars/readings/2005_Kurzban_Houser_
PNAS.pdf
Gender in Negotiations: A Motivated Social Cognitive
Analysis
Laura Kray - Haas School of Business University of California, Berkeley
http://www1.kellogg.northwestern.edu/wps/F
etchDoc.asp?document_seqno=140
Holding Their Own: Women Executives and Negotiation
Outcomes
Susan K. Crotty
http://www1.kellogg.northwestern.edu/wps/S
electDocument.asp?dept_id=DRRC
Constraints and Triggers: Situational Mechanics of
Gender in Negotiation
Hannah Riley Bowles - Harvard University
Northwestern University - Kellogg School of
Management
Linda Babcock - Carnegie Mellon University
http://ksgnotes1.harvard.edu/Research/wpap
er.nsf/rwp/RWP05051/$File/rwp_05_051_bowles_SSRN.pdf
Kathleen L. McGinn - Harvard University
Human Nature and Institutional Analysis
Benito Arruñada
http://papers.ssrn.com/sol3/papers.cfm?abst
ract_id=859084
Defining what you are by what you are not: negational
identity and needs fulfillment
Chen-Bo Zhong – Katherine W. Phillips –
Geoffrey Leonardelli – Adam Galinsky
http://papers.ssrn.com/sol3/papers.cfm?abst
ract_id=610688
Kellogg School of Management- Northwestern
University
The “Ripple Effect”: Cultural Differences in Perceptions of
the Consequences of Events.
William W. Maddux - Northwestern University
Do You a Favor? Social Implications of High Aspirations in
Negotiation
Hannah Riley Bowles - Linda Babcock
http://papers.ssm.com/sol3/papers.cfm?abst
ract_id=573581
Incremental Trust and Reciprocity
Robert Kurzban - University of Pennsylvania
http://www.psych.upenn.edu/~kurzban/Unpu
blished%20manuscript%20Kurzban%20Rigd
on%20and%20Wilson.pdf
Masaki Yuki - Hokkaido University
Mary L. Rigdon - University of Michigan
Bart J. Wilson - George Mason University
http://www.kellogg.northwestern.edu/faculty/
maddux/PSPB%20Ripple%20Effect%20Pap
er,%20in%20press.pdf
Individuals, Interpersonal Relations, and Trust
David Good
http://www.sociology.ox.ac.uk/papers/good3
1-48.pdf
The Strategic Function of Offers and Information Sharing
in U.S. and Japanese Negotiations: Timing Matters -
Wendi Adair
http://www1.kellogg.northwestern.edu/wps/S
electDocument.asp?dept_id=DRRC
The Obviousness of Social and Educational Research
Results - N. L. Gage
http://www2.lib.uwf.edu/reserve/dep5055/2n
d/FullText.htm
Motive: The Negotiator’s Raison D'être
Pete J. Carnevale - Carsten K.W. De Dreu
http://www1.kellogg.northwestern.edu/wps/S
electDocument.asp?dept_id=DRRC
“You Didn’t Just Say That!” - Quotes, Quips, and Proverbs
for Dealing in the World of Conflict and Negotiation
Joshua N. Weiss, Ph.D
http://www.pon.org/catalog/product_info.php
?cPath=39&products_id=377
An Infrastructure Model for Protracted, Large-Scale
Negotiations
Steven Doyle Hargis* and Ronald M. Lee
http://www.euridis.nl/pub/papers/93.01.02.pd
f
A Global View of Competitive Norms
Mary Kern, Gillian Ku, and Keith Murnighan
http://papers.ssrn.com/sol3/papers.cfm?abst
ract_id=602068
Department of Management and
Organizations - Kellogg School of
Management
Modeling Counteroffer Behavior in Dyadic Distributive
Negotiation
Danilo Fum - Fabio Del Missier
http://actr.psy.cmu.edu/papers/198/df_fd_2001_a.pdf
The Strategic Function of Offers and Information Sharing
in U.S. and Japanese Negotiations: Timing Matters 9/20/2005
Wendi Adair - Laurie Weingart - Jeanne
Brett
http://www1.kellogg.northwestern.edu/wps/S
electDocument.asp?dept_id=DRRC
Perspective-taking and self-other merging:
Adam D. Galinsky - Cynthia S. Wang
Taking on the stereotypical traits and behaviors of others
Northwestern University
http://www1.kellogg.northwestern.edu/wps/S
electDocument.asp?dept_id=DRRC
What Motivates Common Pool Resource Users?
Experimental Evidence from the Field
Maria Alejandra Vélez - John K. Stranlund James J. Murphy
http://papers.ssrn.com/sol3/papers.cfm?abst
ract_id=701262
Getting Off on the Wrong Foot: Exploring the Restoration
of Trust
Robert B. Lount, Jr. - Chenbo Zhong - Niro
Sivanathan - J. Keith Murnighan
http://www1.kellogg.northwestern.edu/wps/S
electDocument.asp?dept_id=DRRC
Challenges in Managing Multicultural Teams: How Team
Members Get Past Their Differences to Get Work Done
Kristin Behfar – Molly Kern - Jeanne Brett
http://www1.kellogg.northwestern.edu/wps/S
electDocument.asp?dept_id=DRRC
Satisficing Games and Decision Making
Wynn C. Stirling
http://assets.cambridge.org/052181/7242/sa
mple/0521817242ws.pdf
Conflict Management Styles of Users and Analysts, and
their Impact on Conflict Resolution
Jon Hartwick - Henri Barki
http://csdl2.computer.org/comp/proceedings/
hicss/1999/0001/07/00017036.PDF
From System Justification to System Condemnation:
Paul Martorana - Adam Galinsky Hayagreeva Rao
http://www1.kellogg.northwestern.edu/wps/S
electDocument.asp?dept_id=DRRC
Loss Aversion and Bargaining
Jonathan Shalev
http://ideas.repec.org/p/wpa/wuwpga/960600
1.html
Business Negotiation with the Chinese
David Mattgard (Tesis de Grado)
http://epubl.luth.se/14045508/2005/005/LTU-SHU-EX-05005SE.pdf#search='tHE%20cHINESE%20nEG
OTIATION%20pdf'
Bounded Awareness: Focusing Failures in Negotiation
Dolly Chugh - Max H. Bazerman
http://www1.kellogg.northwestern.edu/wps/F
etchDoc.asp?document_seqno=142
Trust your gut
Jenny C. Mccune
http://www.ypio.com/pdf/trust1.pdf
Antecedents of Attempts to Change Power Hierarchies