Publications


{tab=Recent Articles}

Title Source Download
Negotiating the Renault-Nissan Alliance: Insights from Renault’s Experience Negotiation Excellence: Successful Deal Making, ed. M. Benoliel. 2nd ed. World Scientific Pub., 2015 View chapter
Research Briefing for Practitioners: Negotiating Effectively Psychology Progress, 2013 View paper
Negotiators’ Effectiveness with Mixed Agendas: An Empirical Exploration of Tasks, Decisions, and Performance Criteria Group Decision and Negotiation, 2010 & 2012 View link

{tab=Current Projects}Papers are in development on the following topics:

  1. analyzing negotiation experiences
  2. effective strategies for cross-cultural negotiation
  3. comparative case studies in international business negotiation


{tab=Previous Work}The selected works below are categorized as follows: international negotiation, cultural factors, and negotiation (general). The annotation (click here) offers access to the full work (pdf) or a host website.

INTERNATIONAL NEGOTIATION

“International Business Negotiation in a Globalizing World: Reflections on the Contributions and Future of a (Sub) Field” International Negotiation, 2006 (Click Here)

“Perspective d’analyse en négociation : Le cas de l’alliance Renault-Nissan” (with C. Marjollet & C. Bouquet), La revue française de gestion,2004, 30(153). (Click Here)

“International Business Negotiations Research: Revisiting ‘Bricks, Mortar and Prospects” in Handbook of International Management Research.  2nd ed.  Eds. B.J. Punnett & O. Shenkar.  Ann Arbor: University of Michigan Press, 2004.

“Analytical Perspective from International Business Negotiations” in Professional Cultures in International Negotiation: Bridge or Rift? Ed. G. Sjostedt.  Lanham, MD: Lexington Books, 2003.

“Explaining Outcomes of Negotiation: Toward a Grounded Model for Negotiations between Organizations” in Research on Negotiation in Organizations.  Eds. R.J. Lewicki, R.J. Bies & B.H. Sheppard.  Greenwich, CN: JAI Press, 1997. (Click Here)

“Analysis of Complex Negotiations in International Business: The RBC Framework” Organization Science, 1993, 4(2). (Click Here)

“The Long Path to the IBM-Mexico Agreement: An Analysis of the Microcomputer Investment Negotiations, 1983-86” Journal of International Business Studies, 1990, 21(4). (Click Here)

“Creating the GM-Toyota Joint Venture: A Case in Complex Negotiation,” Columbia Journal of World Business, 1987, 22(2).

“Japan: The Changing Logic of a Former Minor Power” (with N.B. Thayer) in National Negotiating Styles.  Ed. Hans Binnendijk.  Washington, DC: U.S. Department of State (USGPO), 1987.  pp. 45-74.

CULTURAL FACTORS

“Teaching the Cultural Aspects of Negotiation: A Range of Experiential Techniques,” Journal of Management Education, 2003, 27(1). (Click Here)

“Opening a Dialogue on Negotiation and Culture: A ‘Believer’ Considers Skeptics’ Views,” in Negotiation Eclectic: Essays in Memory of Jeffrey Z. Rubin.  Ed. D. M. Kolb.  Cambridge, MA: PON Books (Program on Negotiation at Harvard), 1999. (Click Here)

“Negotiating with Foreign Business Persons: An Introduction for Americans with Propositions on Six Cultures,” (with W. Stripp) in The Cultural Context in Business Communication. Eds. S. Niemeier, C.P. Campbell & R. Dirven.  Amsterdam: John Benjamins Pub. Co, 1998. (Click Here)

“Negotiating with ‘Romans’–Part I,” Sloan Management Review, 1994, 35(2). (Click Here)

“Negotiating with ‘Romans’–Part II,” Sloan Management Review,1994, 35(3). (Click Here)

NEGOTIATION (GENERAL)

“Mega-simulations in Negotiation Teaching: Extraordinary Investments with Extraordinary Benefits,” Negotiation Journal, 2008 (Click Here)

“Models of Conflict, Negotiation, and Third Party Intervention: A Review and Synthesis,” (with R. Lewicki & D. Lewin), Journal of Organizational Behavior, 1992, 13(3). (Click Here)

“Enhancing Negotiators’ Successfulness: Self-Help Books and Related Empirical Research,” Journal of Conflict Resolution, 1983, 27(4):706-739. (Click Here)

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