Concepedia

Managerial Negotiation Behavior

Managerial Negotiation Behavior is a construct within organizational behavior that denotes the strategic actions and decision-making processes employed by managers during budget negotiation processes to reconcile competing interests, align organizational goals, and allocate resources effectively.

18

Publications

1.1K

Citations

43

Authors

29

Institutions

Publications per year

2017–2026

1

Parents

Publications

18

Negotiation behavior when cultures collide: The United States and Japan.

Wendi L. Adair, T. Okumura, J. M. Brett · Journal of Applied Psychology · 2001 · 323 citations

, , +17

MANAGERS HANDLING DISPUTES: THIRD-PARTY ROLES AND PERCEPTIONS OF FAIRNESS.

Rekha Karambayya, JM Brett · Academy of Management Journal · 1989 · 142 citations

, , +14

Negotiation approaches: direct and indirect effect of national culture

Xiaohua Lin, Stephen J. Miller · International Marketing Review · 2003 · 80 citations

, , +15

The Competing Roles of Middle Management: Negotiated Order In the Context of Change

Melanie Bryant, Inger G. Stensaker · Journal of Change Management · 2011 · 71 citations · Full text

, , +15

Managerial Political Behavior in Innovation Portfolio Management: A Sensegiving and Sensebreaking Process

Tobias Röth, Patrick Spieth, Donald Lange · Journal of Product Innovation Management · 2019 · 56 citations

, , +12

1–5 of 18

Authors

43

  1. JA
    Jamal Al‐Khatib

    University of St. Thomas - Minnesota, United States

    3 publications · 110 citations

    3

    h-index

  2. WL
    Wendi L. Adair

    University of Waterloo, Canada

    2 publications · 365 citations

    2

    h-index

  3. AN
    Aukje Nauta

    University of Groningen, Netherlands

    2 publications · 65 citations

    2

    h-index

  4. TO
    T. Okumura

    Shiga University, Japan

    2 publications · 365 citations

    2

    h-index

  5. JB
    JM Brett

    KU Leuven, Belgium

    1 publications · 142 citations

    1

    h-index

1–5 of 43

Institutions

29

  1. University of St. Thomas - Minnesota

    Saint Paul, United States

    2 h-index

    5 publications

    187 citations

  2. University of Groningen

    Groningen, The Netherlands

    2 h-index

    4 publications

    91 citations

  3. University of Delaware

    Newark, United States

    2 h-index

    2 publications

    74 citations

  4. Charles Sturt University

    Bathurst, Australia

    1 h-index

    1 publications

    71 citations

  5. Tilburg University

    Tilburg, The Netherlands

    1 h-index

    1 publications

    52 citations

  6. Cornell University

    Ithaca, United States

    1 h-index

    1 publications

    323 citations

  7. Northwestern University

    Evanston, United States

    1 h-index

    1 publications

    323 citations

  8. Turkish Military Academy

    Ankara, Turkey

    1 h-index

    1 publications

    16 citations

1–8 of 29

Venues

  1. Journal of Applied Psychology

    2 publications · 365 citations

    2

    h-index

  2. International Journal of Conflict Management

    2 publications · 68 citations

    2

    h-index

  3. Group Processes & Intergroup Relations

    GPIR · 1 publications · 13 citations

    1

    h-index

  4. Journal of Applied Social Psychology

    1 publications · 50 citations

    1

    h-index

  5. Journal of Business and Industrial Marketing

    1 publications · 41 citations

    1

    h-index

1–5