2 Works

Negotiation Strategy: A Cross-Cultural Meta-Analytic Evaluation of Theory and Measurement

Jeanne M Brett & Chelsea Galoni
Negotiation theorists conceptualize negotiation strategy from a behavioral or a motivational perspective and negotiation researchers code transcripts or collect negotiators’ self-reports to operationalize it. This meta-analysis evaluates the functional similarities and differences between these different theoretical perspectives and approaches to measuring negotiation strategy as it predicts joint gains. We analyzed 3,899 unique negotiations from 76 independent samples and 46 different papers. Our results reveal that motivational and behavioral theories and self-report and behavioral coding measurements...

Challenging the Status Quo Through Theory, Research, Practice, and Leadership: An Interview with Paula Olszewski-Kubilius

Paula Olszewski-Kubilius & Tracy L. Cross

Registration Year

  • 2022

Resource Types

  • Journal Article


  • Northwestern University
  • University of Iowa
  • William & Mary