We investigated the process and outcomes of a systematic approach to institutionalize conflict management in a large public nonprofit organization. Using longitudinal and multilevel field data, we were able to identify the effects of the institutionalization process from multiple perspectives....

We investigated the process and outcomes of a systematic approach to institutionalize conflict management in a large public organization. Using longitudinal and multilevel field data from a large hierarchical organization’s deliberate efforts to implement a conflict management initiative, we...

The change and convergence of mental models have received increasing attention, while the antecedents have been under researched. The purpose of this study is to explore under which conditions people are likely to change and converge their mental models in the context of dyadic negotiation....

This paper develops an expectancy model for Chinese-American differences in conflict-avoiding, and tests this model using a scenario study with respondents from Taiwan and the US. Our results show that a higher Chinese tendency to avoid conflict is explained by higher Chinese expectations that...

In an increasingly globalized workplace, the ability to communicate effectively across cultures is critical. We propose that the quality of communication experienced by individuals plays a significant role in the outcomes of intercultural interactions, such as cross-border negotiations. In 4...

Cultural intelligence (CQ), defined as one's capability to adapt to new cultural contexts (Earley, 2002), is a new concept in organizational literature. In this paper, we identify cultural intelligence as an important individual variable in international business negotiation. We propose a...

The role of emotional messages in interpersonal influence is powerful but under-explored in the social influence literatures. In this extended abstract, we propose a connectionist approach and argue that the exchange of emotional messages in social influence encompasses dual processes of...

We investigate how trust reduces the tendency to use deception in negotiations from a culturally contextual perspective. We find culturally divergent patterns across Chinese and American negotiators. Specifically, for Chinese negotiators, cognition-based trust decreases the approval of using...

The notion of “behavioral integrity” describes the extent to which one person perceives that another lives by his or her word, keeps promises, and lives by professed values. Effective management leadership depends on how employees perceive their manager's behavior on these points, because...