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Mediators, Moderators, and Tests for Mediation.
Abstract : The following points are developed. First, mediation relations are generally thought of in causal terms. Influences of an antecedent are transmitted to a consequence through an interveningExpand
The Negotiation Dance: Time, Culture, and Behavioral Sequences in Negotiation
We propose a normative model of transactional negotiation in which cooperative and competitive behaviors wax and wane across four stages: relational positioning, identifying the problem, generating solutions, and reaching agreement. Expand
Getting Disputes Resolved: Designing Systems to Cut the Costs of Conflict
UNDERSTANDING AND DESIGNING DISPUTE RESOLUTION SYSTEMS. Three Approaches to Resolving Disputes: Interests, Rights, and Power. Diagnosing the Existing Dispute Resolution System. Designing an EffectiveExpand
The impact of consideration of issues and motivational orientation on group negotiation process and outcome.
In 2 studies the authors tested the effects of motivational orientation (cooperative vs. individualistic) and issue consideration (simultaneous vs. sequential) on the negotiation process and outcomeExpand
Inter- and Intracultural Negotiation: U.S. and Japanese Negotiators
In this study, we propose that culture provides scripts and schemas for negotiation. The implications for negotiation of two cultural values, individualism/collectivism and hierarchy/egalitarianism...
Culture and Negotiation
This article develops a model of how culture affects negotiation processes and outcomes. It begins with a description of negotiation from a Western perspective: confrontational, focused onExpand
Working 61 plus hours a week: why do managers do it?
The authors investigated why some managers work extreme hours, defined as 61 or more hours per week. The authors tested explanations drawn from theories including the work-leisure tradeoff, work asExpand
A Tale of Two Methods
The structural equation modeling approach to testing for mediation is compared to the Baron and Kenny approach. The approaches are essentially the same when the hypothesis being tested predictsExpand
The positive and negative effects of anger on dispute resolution: evidence from electronically mediated disputes.
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 theseExpand
Sticks and Stones: Language, Face, and Online Dispute Resolution
Hypotheses derived from face theory predict that the words people use in online dispute resolution affect the likelihood of settlement. In an event history model, text data from 386 disputes betweenExpand