Jeanne Brett

Cara Cherry Lisco1
J L Kellogg1
Michele J Gelfand1
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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(More)
Within the United States, teams outperform solos in negotiation (Thompson, Peterson, & Brodt, 1996). The current research examined whether this team advantage generalizes to negotiators from a collectivist culture (Taiwan). Because different cultures have different social norms, and because the team context may amplify the norms that are salient in a(More)
We propose a new model linking how negotiators represent, or frame, their goals to whether they revise or persist with their planned strategies. In three studies, we report evidence consistent with the model's predictions. The critical finding is that how parties' framed their goals predicted how they revised their strategies upon subgoal failure. Parties(More)
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