Concepedia

Negotiator Identity

Negotiator Identity is a theoretical construct in cross-cultural negotiation research that denotes the socially and culturally embedded self-conception of an individual in negotiation contexts, distinguishing it from related roles by emphasizing the dynamic interplay between personal, professional, and cultural affiliations that shape negotiator behavior and perceptions.

35

Publications

2.2K

Citations

67

Authors

50

Institutions

Publications per year

2017–2026

4

Parents

Publications

35

Bridging the partisan divide: Self-affirmation reduces ideological closed-mindedness and inflexibility in negotiation.

Geoffrey L. Cohen, David K. Sherman, Anthony Bastardi et al. · Journal of Personality and Social Psychology · 2007 · 246 citations

, , +17

Negotiating via Information Technology: Theory and Application

Leigh Thompson, Janice Nadler · Journal of Social Issues · 2002 · 213 citations

, , +16

Punishing female negotiators for asserting too much…or not enough: Exploring why advocacy moderates backlash against assertive female negotiators

Emily T. Amanatullah, Catherine H. Tinsley · Organizational Behavior and Human Decision Processes · 2012 · 210 citations

, , +10

Experts, amateurs, and refrigerators: Comparing expert and amateur negotiators in a novel task

Margaret A. Neale, Gregory B. Northcraft · Organizational Behavior and Human Decision Processes · 1986 · 197 citations

, , +12

The Social Context of Negotiation

Roderick M. Kramer, Pamela Pommerenke, Elizabeth Newton · Journal of Conflict Resolution · 1993 · 160 citations

, , +14

1–5 of 35

Authors

67

  1. LL
    Linda L. Putnam

    University of California, Santa Barbara, United States

    2 publications · 200 citations

    2

    h-index

  2. DD
    Daniel Druckman

    George Mason University, United States

    2 publications · 98 citations

    2

    h-index

  3. GB
    Gregory B. Northcraft

    University of Illinois Urbana-Champaign, United States

    2 publications · 236 citations

    2

    h-index

  4. YC
    Ya-Ru Chen

    Cornell University, United States

    1 publications · 47 citations

    1

    h-index

  5. CH
    Catherine H. Tinsley

    Georgetown University, United States

    1 publications · 210 citations

    1

    h-index

1–5 of 67

Institutions

50

  1. Stanford University

    Stanford, United States

    2 h-index

    3 publications

    652 citations

  2. University of California, Santa Barbara

    Santa Barbara, United States

    2 h-index

    2 publications

    291 citations

  3. George Mason University

    Fairfax, United States

    2 h-index

    2 publications

    98 citations

  4. Harvard University

    Cambridge, United States

    1 h-index

    1 publications

    32 citations

  5. Vanderbilt University

    Nashville, United States

    1 h-index

    1 publications

    114 citations

  6. Radboud University Nijmegen

    Nijmegen, The Netherlands

    1 h-index

    1 publications

    154 citations

  7. University of Vienna

    Vienna, Austria

    1 h-index

    2 publications

    32 citations

  8. University of California, Berkeley

    Berkeley, United States

    1 h-index

    1 publications

    114 citations

1–8 of 50

Venues

  1. 4

    h-index

  2. Journal of Conflict Resolution

    3 publications · 258 citations

    3

    h-index

  3. Group Processes & Intergroup Relations

    GPIR · 2 publications · 62 citations

    2

    h-index

  4. Choice Reviews Online

    CRO · 2 publications · 22 citations

    2

    h-index

  5. International Journal of Conflict Management

    2 publications · 22 citations

    2

    h-index

1–5