Bibliografia

Principal

Fisher, R. & Ury, W. (2007). Getting to yes: Negotiating an agreement without giving in. London: Random House. (PS.142 FIS*Get,1) Gelfand, M. J., & Brett, J. M. (2004). The Handbook of Negotiation and Culture. Stanford, USA: Stanford University Press. (PS.142 Han) Olekalns, M., & Adair, W.L. (2013) (Eds.). Handbook of Research on Negotiation. Cheltenham, UK: Edward Elgar. (PS.142 Han,1):

Secundária

Adair, W. L., & Brett, J. M. (2004). Culture and negotiation processes. In M. J. Gelfand & J. M. Brett (Eds.), The Handbook of Negotiation and Culture (pp. 158-176). Stanford, USA: Stanford University Press. Allison, S. T., & Messick, D. M. (1990). Social decision heuristics in the use of shared resources. Journal of Behavioral Decision Making, 3(3), 195-204. https://doi.org/10.1002/bdm.3960030304 Ang, S., Van Dyne, L., & Koh, C. (2006). Personality correlates of the four-factor model of cultural intelligence. Group & Organization Management, 31(1), 100-123. https://doi.org/10.1177/1059601105275267 Ang, S., Van Dyne, L., Koh, C., Ng, K. Y., Templer, K. J., Tay, C., & Chandrasekar, N. A. (2007). Cultural intelligence: Its measurement and effects on cultural judgment and decision making, cultural adaptation and task performance. Management and Organization Review, 3(3), 335-371. https://doi.org/10.1111/j.1740-8784.2007.00082.x Bar-Tal, D. (2007). Sociopsychological foundations of intractable conflicts. American Behavioral Scientist, 50(11), 1430-1453. https://doi.org/10.1177/0002764207302462 Brett, J., & Kopelman, S. (2004). Cross-Cultural Perspectives on Cooperation in Social Dilemmas. In M. J. Gelfand & J. M. Brett (Eds.), The Handbook of Negotiation and Culture (pp. 395-414). Stanford, USA: Stanford University Press. De Dreu, C. K., Evers, A., Beersma, B., Kluwer, E. S., & Nauta, A. (2001). A theory‐based measure of conflict management strategies in the workplace. Journal of Organizational Behavior, 22(6), 645-668. https://doi.org/10.1002/job.107 De Dreu, C. K., Weingart, L. R., & Kwon, S. (2000). Influence of social motives on integrative negotiation: A meta-analytic review and test of two theories. Journal of Personality and Social Psychology, 78(5), 889-905. https://doi.org/10.1037/0022-3514.78.5.889 Deutsch, M. (1994). Constructive conflict resolution: Principles, training, and research. Journal of Social Issues, 50(1), 13-32. https://doi.org/10.1111/j.1540-4560.1994.tb02394.x Deutsch, M., & Krauss, R. M. (1962). Studies of interpersonal bargaining. Journal of Conflict Resolution, 6(1), 52-76. https://doi.org/10.1177/002200276200600105 Imai, L., & Gelfand, M. J. (2010). The culturally intelligent negotiator: The impact of cultural intelligence (CQ) on negotiation sequences and outcomes. Organizational Behavior and Human Decision Processes, 112(2), 83-98. https://doi.org/10.1016/j.obhdp.2010.02.001 Markus, H. R., & Kitayama, S. (1991). Culture and the self: Implications for cognition, emotion, and motivation. Psychological Review, 98(2), 224-253. https://doi.org/10.1037/0033-295X.98.2.224 Morris, M. W., & Gelfand, M. J. (2004). Cultural differences and cognitive dynamics: Expanding the cognitive perspective on negotiation. In M. J. Gelfand & J. M. Brett (Eds.), The Handbook of Negotiation and Culture (pp. 45-72). Stanford, USA: Stanford University Press. Rhoades, J. A., & Carnevale, P. J. (1999). The behavioral context of strategic choice in negotiation: A test of the dual concern model. Journal of Applied Social Psychology, 29(9), 1777-1802. https://doi.org/10.1111/j.1559-1816.1999.tb00152.x Salacuse, J. W. (1998). Ten ways that culture affects negotiating style: Some survey results. Negotiation Journal, 14(3), 221-240. https://doi.org/10.1111/j.1571-9979.1998.tb00162.x Siedel, G. (2014). Successful negotiation: Essential strategies and skills. [video file]. Retrieved from: https://www.coursera.org/learn/negotiation-skills Singelis, T. M. (1994). The measurement of independent and interdependent self-construals. Personality and Social Psychology Bulletin, 20(5), 580-591. https://doi.org/10.1177/0146167294205014 Thompson, L. L., Peterson, E., & Brodt, S. E. (1996). Team negotiation: An examination of integrative and distributive bargaining. Journal of Personality and Social Psychology, 70(1), 66-78. https://doi.org/10.1037/0022-3514.70.1.66 Weingart, L. R., & Olekalns, M. (2004). Communication processes in negotiation: Frequencies, sequences, and phases. In M. J. Gelfand & J. M. Brett (Eds.), The Handbook of Negotiation and Culture (pp. 143-157). Stanford, USA: Stanford University Press. Weingart, L. R., Olekalns, M., & Smith, P. L. (2004). Quantitative coding of negotiation behavior. International Negotiation, 9(3), 441-456. https://doi.org/10.1163/1571806042402990: