Como prometi em minha coluna publicada hoje (25 de maio) no Portal Mondo Post (aqui), publico referenciais bibliográficos para o estudo das negociações internacionais, essa lista não é exaustiva e não quero tirar onda (e mentir) ao dizer que li todos esses livros, muitos deles conheço por apud. Para ser mais claro muita dessa lista copio da bibliografia completa de artigos que li, e de livros.
Espero contribuir positivamente para a formação de quem se interessem nessa área, muitos desses textos estão disponíveis em base de dados e bibliotecas ao redor do país. Espero que ao longo do tempo possamos aumentar e qualificar ainda mais essa lista, com sugestões vindas de leitores.
Sem mais delongas, vamos lá:
Adair, W.L., Okumura, T., and J.M. Brett. (2001). Negotiation behavior when cultures collide: The U.S. and Japan. Journal of Applied Psychology.
Adair W.L., & Brett, J.M. (2005). The negotiation dance: Time, culture, and behavioral sequences in negotiation. Organization Science;
Adler, N.J. (1983). A typology of management studies involving culture. Journal of International Business Studies,
Alder, N.J. (1997). International dimensions of organizational behavior. Cincinnati, OH: South-Western College.
Adler, N.J., & Graham, J.L. (1989). Cross-cultural interaction: The international comparison fallacy? Journal of International Business Studie.
Ang, S., Van Dyne, L., Koh, C., & Ng, K.Y. (2004, August). The measurement of cultural intelligence. Paper presented at the 64th Annual Meeting of the Academy of Management, New Orleans, LA.
Ang, S., Van Dyne, L., & Koh, C. (2006). Personality Correlates of the Four-Factor Model of Cultural Intelligence. Group & Organization Management.
Barry and Friedman (1998). Bargainer characteristics in distributive and integrative negotiation. Journal of Personality and Social Psychology.
Bazerman, M.H., & Carroll, J.L. (1987). Negotiator cognition. In B.Staw & L.L. Cummings (Eds.), Research in Organizational Behavior (Vol. 9, pp.247-288). Greenwich, CT: JAI.
Bazerman, M. H., Curhan, J.R., Moore, D.A., & Valley, K.L. (2000). Negotiation. Annual Review of Psychology, 51, 279-314.
Black, J.S., & Mendenhall, M. (1991). The U-curve adjustment hypothesis revisited: A review and theoretical framework. Journal of International Business Studies.
Brett, J.M. and T. Okumura. (1998). Inter- and Intracultural negotiation: U.S. and Japanese negotiators. Academy of Management Journal.
Brett, J.M., Shapiro, D. L., and Lytle, A. L. (1998). Breaking the bonds of reciprocity in negotiations. Academy of Management Journal.
De Dreu, C.K.W., Koole, S.L. & Oldersma, F.L. (1999). On the seizing and freezing of negotiator inferences: Need for cognitive closure moderates the use of heuristics in negotiation. Personality and Social Psychology Bulletin.
DuBois, C. (1951). Culture Shock. This talk was present as part of a panel discussion at the first Midwest regional meeting of the Institute of International Education in Chicago, November 28, 1951.
Earley, P.C. (2002). Redefining interactions across cultures and organizations: Moving forward with cultural intelligence. Research in Organizational Behavior.
Earley, P.C., & Ang, S. (2003). Cultural Intelligence: An analysis of individual interactions across cultures. Palo Alto: Stanford University Press.
Francis, J.N.P. (1991). When in Rome? The effects of cultural adaptation on intercultural business negotiations. Journal of International Business Studies.
Gelfand, M.J., & Christakopoulou, S. (1999). Culture and negotiator cognition: Judgment accuracy an dnegotiation processes in individualistic and collectivistic cultures. Organizational Behavior and Human Decision Processes.
Gelfand, M.J., & Brett, J.M. (2004). Integrating negotiation and culture research. In M.J. Gelfand & J.M. Brett (Eds.), The Handbook of Negotiation and Culture. Stanford, CA: Stanford University Press, pp. 415-428.
Gelfand, M.J., & Cai, D.A. (2004). Cultural structuring of the social context of negotiation. See Gelfand & Brett, 2004, pp.238-257.
Gelfand, M.J., & Dyer, N. (2000). Cultural perspectives on negotiation: Progress, pitfalls, and prospects. Applied Psychology: An International Review.
Graham, J.L. (1985). The influence of culture on the process of business negotiations: An exploratory study. Journal of International Business Studies.
Kumar, R. (2004). Culture and emotions in intercultural negotiations: An overview. See Gelfand & Brett, 2004, pp.95-113.
Lee, C. H., & Templer, K.J. (2003). Cultural intelligence assessment and measurement. See Earley & Ang, 2003, pp.185-208.
Liu, L.A., Friedman, R. A., & Chi, S.C. (2005). "Ren Qing" versus the "Big 5": The Role of Culturally Sensitive Measures of Individual Difference in Distributive Negotiations. Management and Organization Review, 1, 225-248.
Mayer, J.D., Salovey, P. (1997). What is emotional intelligence? In P.Salovey & D.J. Sluyter (Eds.), Emotional development and emotional intelligence: Educational implications (pp3-31). New York: Basic Books.
Morris, M.W., & Gelfand, M.J. (2004). Cultural differences and cognitive dynamics: Expanding the cognitive perspective on negotiation. See Gelfand & Brett, 2004, pp.95-113
Morris, M. W., Larrick, R. & Su, S. (1999). Misperceiving Negotiation Counterparts: When Situationally Determined Bargaining Behaviors Are Attributed to Personality Traits. Journal of Personality and Social Psychology, 77, 52-67.
Natlandsmyr, J.H., & Rognes, J. (1995). Culture, behavior, and negotiator outcomes: A comparison and cross-cultural study of Mexican and Norwegian negotiators. International Journal of Conflict Management, 6, 5-29.
Oberg, K. (1960). Cultural shock: adjustment to new cultural environments. Practical Anthropology, 7, 177-182
Rao, A., & Schmidt, S.M. (1998). A behavioral perspective on negotiating international alliances. Journal of International Business Studies, 29, 665-693.
Ross, M., Xun, W.Q.E., & Wilson, A.E. (2002). Language and the bicultural self. Personality and Social Psychology Bulletin, 28, 1040-1050.
Salovey, P., & Mayer, J.D. (1990). Emotional intelligence. Imagination, Cognition and Personality, 9, 185-211.
Sanchez-Burks, J., Nisbett, R.E., & Ybarra, O. (2000). Cultural styles, relational schemas, and prejudice against out-groups. Journal of Personality and Social Psychology, 79,174-189.
Sanchez-Burks, J., Lee, F., Choi, I., Nisbett, R., & Zhao, S. (2003). Conversing across cultures: East-West communication styles in work and nonwork contexts. Journal of Personality and Social Psychology, 85, 363-372.
Templer, K.J., Tay, C., & Chandrasekar, N.A. (2006). Motivational cultural intelligence, realistic job preview, realistic living conditions preview, and cross-cultural adjustment. Group & Organization Management, 31, 154-173.
Thompson, L.L. (1991). Information exchange in negotiation. Journal of Experimental Social Psychology, 27, 161-179.
Thompson and Hastie (1990). Social perception in negotiation. Organizational Behavior and Human Decision Processes, 47: 98-123.
Thorndike, E.L. (1920). Intelligence and its uses. Harper’s Magazine, 140, 227-235.
Tinsley, C., Curhan, J., Kwak, R.S. (1999). Adopting a dual lens approach for overcoming the dilemma of difference in international business negotiation. International Negotiation, 4, 1-18.
Triandis, H.C. (1994). Cross-cultural industrial and organizational psychology. In H. C. Triandis, et al. (eds.), Handbook of Industrial and Organizational Psychology, 2nd ed. (pp. 103-172). Palo Alto, CA: Consulting Psychologist Press.
Tse, D.K., Francis, J., & Walls, J. (1994). Cultural differences in conducting intra- and inter-cultural negotiations: A Sino-Canadian comparison. Journal of International Business Studies, 25, 537-555.
Tung, R.L. (1982). U.S.-China trade negotiations: Practices, procedures and outcomes. Journal of International Business Studies, 13, 25-37.
Weiss, S.E. (1994, Winter/Spring). Negotiating with the Romans, Parts I, & II. Sloan Management Review, 51-99.
Espero contribuir positivamente para a formação de quem se interessem nessa área, muitos desses textos estão disponíveis em base de dados e bibliotecas ao redor do país. Espero que ao longo do tempo possamos aumentar e qualificar ainda mais essa lista, com sugestões vindas de leitores.
Sem mais delongas, vamos lá:
Adair, W.L., Okumura, T., and J.M. Brett. (2001). Negotiation behavior when cultures collide: The U.S. and Japan. Journal of Applied Psychology.
Adair W.L., & Brett, J.M. (2005). The negotiation dance: Time, culture, and behavioral sequences in negotiation. Organization Science;
Adler, N.J. (1983). A typology of management studies involving culture. Journal of International Business Studies,
Alder, N.J. (1997). International dimensions of organizational behavior. Cincinnati, OH: South-Western College.
Adler, N.J., & Graham, J.L. (1989). Cross-cultural interaction: The international comparison fallacy? Journal of International Business Studie.
Ang, S., Van Dyne, L., Koh, C., & Ng, K.Y. (2004, August). The measurement of cultural intelligence. Paper presented at the 64th Annual Meeting of the Academy of Management, New Orleans, LA.
Ang, S., Van Dyne, L., & Koh, C. (2006). Personality Correlates of the Four-Factor Model of Cultural Intelligence. Group & Organization Management.
Barry and Friedman (1998). Bargainer characteristics in distributive and integrative negotiation. Journal of Personality and Social Psychology.
Bazerman, M.H., & Carroll, J.L. (1987). Negotiator cognition. In B.Staw & L.L. Cummings (Eds.), Research in Organizational Behavior (Vol. 9, pp.247-288). Greenwich, CT: JAI.
Bazerman, M. H., Curhan, J.R., Moore, D.A., & Valley, K.L. (2000). Negotiation. Annual Review of Psychology, 51, 279-314.
Black, J.S., & Mendenhall, M. (1991). The U-curve adjustment hypothesis revisited: A review and theoretical framework. Journal of International Business Studies.
Brett, J.M. and T. Okumura. (1998). Inter- and Intracultural negotiation: U.S. and Japanese negotiators. Academy of Management Journal.
Brett, J.M., Shapiro, D. L., and Lytle, A. L. (1998). Breaking the bonds of reciprocity in negotiations. Academy of Management Journal.
De Dreu, C.K.W., Koole, S.L. & Oldersma, F.L. (1999). On the seizing and freezing of negotiator inferences: Need for cognitive closure moderates the use of heuristics in negotiation. Personality and Social Psychology Bulletin.
DuBois, C. (1951). Culture Shock. This talk was present as part of a panel discussion at the first Midwest regional meeting of the Institute of International Education in Chicago, November 28, 1951.
Earley, P.C. (2002). Redefining interactions across cultures and organizations: Moving forward with cultural intelligence. Research in Organizational Behavior.
Earley, P.C., & Ang, S. (2003). Cultural Intelligence: An analysis of individual interactions across cultures. Palo Alto: Stanford University Press.
Francis, J.N.P. (1991). When in Rome? The effects of cultural adaptation on intercultural business negotiations. Journal of International Business Studies.
Gelfand, M.J., & Christakopoulou, S. (1999). Culture and negotiator cognition: Judgment accuracy an dnegotiation processes in individualistic and collectivistic cultures. Organizational Behavior and Human Decision Processes.
Gelfand, M.J., & Brett, J.M. (2004). Integrating negotiation and culture research. In M.J. Gelfand & J.M. Brett (Eds.), The Handbook of Negotiation and Culture. Stanford, CA: Stanford University Press, pp. 415-428.
Gelfand, M.J., & Cai, D.A. (2004). Cultural structuring of the social context of negotiation. See Gelfand & Brett, 2004, pp.238-257.
Gelfand, M.J., & Dyer, N. (2000). Cultural perspectives on negotiation: Progress, pitfalls, and prospects. Applied Psychology: An International Review.
Graham, J.L. (1985). The influence of culture on the process of business negotiations: An exploratory study. Journal of International Business Studies.
Kumar, R. (2004). Culture and emotions in intercultural negotiations: An overview. See Gelfand & Brett, 2004, pp.95-113.
Lee, C. H., & Templer, K.J. (2003). Cultural intelligence assessment and measurement. See Earley & Ang, 2003, pp.185-208.
Liu, L.A., Friedman, R. A., & Chi, S.C. (2005). "Ren Qing" versus the "Big 5": The Role of Culturally Sensitive Measures of Individual Difference in Distributive Negotiations. Management and Organization Review, 1, 225-248.
Mayer, J.D., Salovey, P. (1997). What is emotional intelligence? In P.Salovey & D.J. Sluyter (Eds.), Emotional development and emotional intelligence: Educational implications (pp3-31). New York: Basic Books.
Morris, M.W., & Gelfand, M.J. (2004). Cultural differences and cognitive dynamics: Expanding the cognitive perspective on negotiation. See Gelfand & Brett, 2004, pp.95-113
Morris, M. W., Larrick, R. & Su, S. (1999). Misperceiving Negotiation Counterparts: When Situationally Determined Bargaining Behaviors Are Attributed to Personality Traits. Journal of Personality and Social Psychology, 77, 52-67.
Natlandsmyr, J.H., & Rognes, J. (1995). Culture, behavior, and negotiator outcomes: A comparison and cross-cultural study of Mexican and Norwegian negotiators. International Journal of Conflict Management, 6, 5-29.
Oberg, K. (1960). Cultural shock: adjustment to new cultural environments. Practical Anthropology, 7, 177-182
Rao, A., & Schmidt, S.M. (1998). A behavioral perspective on negotiating international alliances. Journal of International Business Studies, 29, 665-693.
Ross, M., Xun, W.Q.E., & Wilson, A.E. (2002). Language and the bicultural self. Personality and Social Psychology Bulletin, 28, 1040-1050.
Salovey, P., & Mayer, J.D. (1990). Emotional intelligence. Imagination, Cognition and Personality, 9, 185-211.
Sanchez-Burks, J., Nisbett, R.E., & Ybarra, O. (2000). Cultural styles, relational schemas, and prejudice against out-groups. Journal of Personality and Social Psychology, 79,174-189.
Sanchez-Burks, J., Lee, F., Choi, I., Nisbett, R., & Zhao, S. (2003). Conversing across cultures: East-West communication styles in work and nonwork contexts. Journal of Personality and Social Psychology, 85, 363-372.
Templer, K.J., Tay, C., & Chandrasekar, N.A. (2006). Motivational cultural intelligence, realistic job preview, realistic living conditions preview, and cross-cultural adjustment. Group & Organization Management, 31, 154-173.
Thompson, L.L. (1991). Information exchange in negotiation. Journal of Experimental Social Psychology, 27, 161-179.
Thompson and Hastie (1990). Social perception in negotiation. Organizational Behavior and Human Decision Processes, 47: 98-123.
Thorndike, E.L. (1920). Intelligence and its uses. Harper’s Magazine, 140, 227-235.
Tinsley, C., Curhan, J., Kwak, R.S. (1999). Adopting a dual lens approach for overcoming the dilemma of difference in international business negotiation. International Negotiation, 4, 1-18.
Triandis, H.C. (1994). Cross-cultural industrial and organizational psychology. In H. C. Triandis, et al. (eds.), Handbook of Industrial and Organizational Psychology, 2nd ed. (pp. 103-172). Palo Alto, CA: Consulting Psychologist Press.
Tse, D.K., Francis, J., & Walls, J. (1994). Cultural differences in conducting intra- and inter-cultural negotiations: A Sino-Canadian comparison. Journal of International Business Studies, 25, 537-555.
Tung, R.L. (1982). U.S.-China trade negotiations: Practices, procedures and outcomes. Journal of International Business Studies, 13, 25-37.
Weiss, S.E. (1994, Winter/Spring). Negotiating with the Romans, Parts I, & II. Sloan Management Review, 51-99.
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