Published Papers in Refereed Journals
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Yao J., Marescaux E., Ma L., Storme M., (2023). A contingency approach to HRM and firm innovation: The role of national cultures, Human Resource Management, 62 (5) 685-699.
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Han Yi, Yao J., (2022). Building Organizations as Communities: A Multicase Study of Community Institutional Logic at Chinese Firms, Management and Organization Review, 18 (5) 829–858.
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Kong T., Yao J., (2021). Words Beyond the Partial Deed: Prosocial Framing of a Partial-Trust Act Promotes Reciprocation between Strangers, Social Psychology Quarterly, 84 (3) 267-281.
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Yao J., Storme M., (2021). Trust Building via Negotiation: Immediate versus Lingering Effects of General Trust and Negotiator Satisfaction, Group Decision and Negotiation, 30 (3) 507-528.
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Yao J., Brett J., (2021). Mapping Societal Trust and Trust in Negotiations, International Journal of Conflict Management, 32 (5) 826-847.
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Yao J., Brett Jeanne, Zhang Zhi-Xue, Ramirez Marin J., (2021). Multi-issue Offer Strategy and Joint Gains in Negotiations: How Low-trust Negotiators Get Things Done, Organizational Behavior and Human Decision Processes, 162 (2021) 9–23.
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Hu Qiongjing, Yao J., Zhang Zhi-Xue, (2021). Selecting people based on person-organisation fit: Implications for intrateam trust and team performance, Human Resource Management Journal, 31 (1) 293–310.
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Yao J., Zhang Zhi-Xue, Liu Leigh Anne, (2020). When There is No ZOPA: Mental Fatigue, Integrative Complexity, and Creative Agreement in Negotiations, Negotiation and Conflict Management Research, 14 (2) 111-130.
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Kong Tony, Yao J., (2019). Advancing the Scientific Understanding of Trust and Culture in Negotiations, Negotiation and Conflict Management Research, 12 (2) 117-130.
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Yao J., Ma Li, Zhang Lin, (2018). From Lab Experiments to Real Negotiations: An Investigation of International Iron Ore Negotiations, Negotiation Journal, 34 (1) 69-87.
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Hu Qiongjing, Zhang Yanlong, Yao Jingjing, (2017). Family Involvement in Middle-Level Management and Its Impact on Firm Productivity, Management and Organization Review, 14 (2) 249–274.
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Yao J., Ramirez Marin J., Brett Jeanne, Aslani S., Semnani-Azad Zhaleh, (2017). A Measurement Model for Dignity, Face, and Honor Cultural Norms, Management and Organization Review, 13 (4) 713-738.
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Yao J., Zhang Z.-X., Brett J., Murnighan J. K., (2017). Understanding the trust deficit in China: Mapping positive experience and trust in strangers, Organizational Behavior and Human Decision Processes, 143 85-97.
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Yao J., Zhang Z.-X., Brett J., (2017). Understanding Trust Development in Negotiations: An Interdependent Approach, Journal of Organizational Behavior, 38 (5) 712-729.
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Zhou Y., Hu Q., Yao J., Qin X., (2016). The determinants of family business owners’ intrafamily succession intention: An interplay between business owners and institutional environment, Chinese Management Studies, 10 (4) 710-725.
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Ramirez Marin J., Aslani S., Brett J., Yao J., Semnani-Azad Z., Zhang Z., Tinsley C., Weingart L., Adair W., (2016). Dignity, face, and honor cultures: A study of negotiation strategy and outcomes in three cultures, Journal of Organizational Behavior, 37 1178-1201.
Book Chapters
- Brett Jeanne, Yao J., Zhang Zhi-Xue, (2018), Offer: behaviorally coding indirect and direct information exchange in negotiations, in: The Cambridge Handbook of Group Interaction Analysis.
Teaching
Grande Ecole (Master cycle) :
- Practical negotiation skills
- Research and consulting tools
International MBA :
- International negotiation
