Standout Papers
- Getting to Yes: Negotiating Agreement Without Giving in (1987)
Citation Impact
Citing Papers
Calibrating the Physician
1997
Trust and TAM in Online Shopping: An Integrated Model1
2003 Standout
Fostering implementation of health services research findings into practice: a consolidated framework for advancing implementation science
2009 Standout
Toward an integrative social identity model of collective action: A quantitative research synthesis of three socio-psychological perspectives.
2008 Standout
Work Group Diversity and Group Performance: An Integrative Model and Research Agenda.
2004 Standout
Power reduces the press of the situation: Implications for creativity, conformity, and dissonance.
2008 Standout
How employees respond to personal offense: The effects of blame attribution, victim status, and offender status on revenge and reconciliation in the workplace.
2001 Standout
The emotional dog and its rational tail: A social intuitionist approach to moral judgment.
2001 Standout
A social functional approach to emotions in bargaining: When communicating anger pays and when it backfires.
2008
Removing the Shadow of Suspicion: The Effects of Apology Versus Denial for Repairing Competence- Versus Integrity-Based Trust Violations.
2004 Standout
Race, Gender, and Partnership in the Patient-Physician Relationship
1999 Standout
Defining and Assessing Professional Competence
2002 Standout
Quality End-of-Life Care
1999 Standout
Factors Considered Important at the End of Life by Patients, Family, Physicians, and Other Care Providers
2000 Standout
Accounting for the effects of accountability.
1999 Standout
The road to forgiveness: A meta-analytic synthesis of its situational and dispositional correlates.
2010 Standout
A neuropsychological theory of positive affect and its influence on cognition.
1999 Standout
Trust, trustworthiness, and trust propensity: A meta-analytic test of their unique relationships with risk taking and job performance.
2007 Standout
Task versus relationship conflict, team performance, and team member satisfaction: A meta-analysis.
2003 Standout
Association of Perceived Medical Errors With Resident Distress and Empathy
2006 Standout
Recognizing and Adjusting to Barriers in Doctor-Patient Communication
1989
Quality end‐of‐life care
2000
Narrative Medicine
2001 Standout
Workplace harassment from the victim's perspective: A theoretical model and meta-analysis.
2006 Standout
Intrapreneurship strategy for internal markets — corporate, non‐profit and government institution cases
1985
Power and emotion in negotiation: power moderates the interpersonal effects of anger and happiness on concession making
2006
Rethinking individualism and collectivism: Evaluation of theoretical assumptions and meta-analyses.
2002 Standout
Strategies for Theorizing from Process Data
1999 Standout
Bioethics for clinicians: 15. Quality end-of-life care.
1998
Reactive Devaluation of an “Israeli” vs. “Palestinian” Peace Proposal
2002
Why It Pays to Get Inside the Head of Your Opponent
2008
Initial Trust Formation in New Organizational Relationships
1998 Standout
Integration and Implementation Sciences: Building a New Specialization
2005
Business on a Handshake
1992
Critical factors affecting the planning and implementation of major projects
1993
Developing and Validating Trust Measures for e-Commerce: An Integrative Typology
2002 Standout
Influence of social motives on integrative negotiation: A meta-analytic review and test of two theories.
2000
INTER- AND INTRACULTURAL NEGOTIATION: U.S. AND JAPANESE NEGOTIATORS.
1998
DISTINGUISHING THE EFFECTS OF FUNCTIONAL AND DYSFUNCTIONAL CONFLICT ON STRATEGIC DECISION MAKING: RESOLVING A PARADOX FOR TOP MANAGEMENT TEAMS.
1996 Standout
The adaptive significance of insect gall morphology
2003 Standout
Strategic Choice in Negotiation
1983
Flattery may get you somewhere: The strategic implications of providing positive vs. negative feedback about ability vs. ethicality in negotiation
2003
Toward improving corporate social performance
1991
Not So Different After All: A Cross-Discipline View Of Trust
1998 Standout
Power, Propensity to Negotiate, and Moving First in Competitive Interactions
2007
Constructive Consequences of Leaders’ Forcing Influence Styles
2003
Actual versus assumed differences in construal: "Naive realism" in intergroup perception and conflict.
1995
Business on a handshake
1992
Dimensions of conflict frame: Disputant interpretations of conflict.
1990
Corporate Social Performance Revisited
1991 Standout
Social Influence: Compliance and Conformity
2004 Standout
LEADERSHIP IN THE SHAPING AND IMPLEMENTATION OF COLLABORATION AGENDAS: HOW THINGS HAPPEN IN A (NOT QUITE) JOINED-UP WORLD.
2000 Standout
Toward a Comprehensive Theory of Collaboration
1991
Structural and Individual Determinants of Workplace Victimization: The Effects of Hierarchical Status and Conflict Management Style
2000
The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations
2005
TRUST AND DISTRUST IN ORGANIZATIONS: Emerging Perspectives, Enduring Questions
1999 Standout
Leadership in collaboration: A longitudinal study of two interorganizational rule-making groups
1994
"They saw a negotiation": Partisanship and involvement.
1995
No Way Out or Swallow the Bait of Two-Sided Exit Options in Negotiation: The Influence of Social Motives and Interpersonal Trust
2003
Beyond negotiated outcomes: The hidden costs of anger expression in dyadic negotiation
2012
Developmental Processes of Cooperative Interorganizational Relationships
1994 Standout
The Virtue of Forgiveness as a Human Resource Management Strategy
1998
Varieties of Participation in Complex Governance
2006 Standout
Community-Based Participatory Research Contributions to Intervention Research: The Intersection of Science and Practice to Improve Health Equity
2010 Standout
A Temporally Based Framework and Taxonomy of Team Processes
2001 Standout
An Examination of the Nature of Trust in Buyer-Seller Relationships
1997 Standout
Much ADO About Nothing? Revisionists and Traditionalists Choose an Introductory English Syllabus
1996
Creating and managing a high-performance knowledge-sharing network: the Toyota case
2000 Standout
What to do when Stakeholders matter
2004 Standout
Differentiating Entrepreneurs from Small Business Owners: A Conceptualization
1984 Standout
MAXIMIZING CROSS-FUNCTIONAL NEW PRODUCT TEAMS' INNOVATIVENESS AND CONSTRAINT ADHERENCE: A CONFLICT COMMUNICATIONS PERSPECTIVE.
2001
Alliances and networks
1998 Standout
THE DYNAMIC NATURE OF CONFLICT: A LONGITUDINAL STUDY OF INTRAGROUP CONFLICT AND GROUP PERFORMANCE.
2001 Standout
A Multimethod Examination of the Benefits and Detriments of Intragroup Conflict
1995 Standout
Parasites of mutualisms
2001
Emotion and Decision Making
2014 Standout
Sticks And Stones: Language, Face, And Online Dispute Resolution
2007 Standout
Why Anger and Disappointment Affect Other’s Bargaining Behavior Differently
2012
Social value orientations and the strategic use of fairness in ultimatum bargaining
2004
Shared Cognition as a Product of, and Precursor to, Shared Identity in Negotiations
2007
Enacting the ‘true self’: Towards a theory of embodied authentic leadership
2009 Standout
Free to Be Trusted? Organizational Constraints on Trust in Boundary Spanners
2003
A Resource-Based Theory of the Firm: Knowledge Versus Opportunism
1996 Standout
BREAKING THE BONDS OF RECIPROCITY IN NEGOTIATIONS.
1998
The Institutional Theory of John R. Commons: A Review and Commentary
1993
DOES FAMILIARITY BREED TRUST? THE IMPLICATIONS OF REPEATED TIES FOR CONTRACTUAL CHOICE IN ALLIANCES.
1995 Standout
Support theory: A nonextensional representation of subjective probability.
1994 Standout
Managing conflict with a subordinate or a superior: Effectiveness of conglomerated behavior.
1995
Social Exchange Theory: An Interdisciplinary Review
2005 Standout
Heuristics and Biases: The Psychology of Intuitive Judgment
2004 StandoutNobel
First offers as anchors: The role of perspective-taking and negotiator focus.
2001
Works of Bruce Patton being referenced
Getting to Yes: Negotiating Agreement Without Giving in
1987 Standout
Difficult Conversations: How to Discuss What Matters Most
1999