Dignity, face, and honor cultures: A study of negotiation strategy and outcomes in three cultures S Aslani, J Ramirez‐Marin, J Brett, J Yao, Z Semnani‐Azad, ZX Zhang, ... Journal of Organizational Behavior 37 (8), 1178-1201, 2016 | 189 | 2016 |
A measurement model for dignity, face, and honor cultural norms J Yao, J Ramirez-Marin, J Brett, S Aslani, Z Semnani-Azad Management and Organization Review 13 (4), 713-738, 2017 | 65 | 2017 |
Understanding trust development in negotiations: An interdependent approach J Yao, ZX Zhang, JM Brett Journal of Organizational Behavior 38 (5), 712-729, 2017 | 48 | 2017 |
Family involvement in middle management and its impact on the labor productivity of family firms Q Hu, Y Zhang, J Yao Management and Organization Review 14 (2), 249-274, 2018 | 33 | 2018 |
Selecting people based on person‐organisation fit: Implications for intrateam trust and team performance Q Hu, J Yao, ZX Zhang Human Resource Management Journal 31 (1), 293-310, 2021 | 31 | 2021 |
Advancing the scientific understanding of trust and culture in negotiations DT Kong, J Yao Negotiation and Conflict Management Research 12 (2), 117-130, 2019 | 29 | 2019 |
The determinants of family business owners’ intrafamily succession intention: An interplay between business owners and institutional environment Y Zhou, Q Hu, J Yao, X Qin Chinese Management Studies 10 (4), 710-725, 2016 | 24 | 2016 |
Understanding the trust deficit in China: Mapping positive experience and trust in strangers J Yao, ZX Zhang, J Brett, JK Murnighan Organizational behavior and human decision processes 143, 85-97, 2017 | 22 | 2017 |
Person–job fit and job involvement: the curvilinear effect and the moderating role of goal orientation D Ju, J Yao, L Ma Journal of Managerial Psychology 36 (5), 433-446, 2021 | 16 | 2021 |
Multi-issue offers strategy and joint gains in negotiations: How low-trust negotiators get things done J Yao, JM Brett, ZX Zhang, J Ramirez-Marin Organizational Behavior and Human Decision Processes 162, 9-23, 2021 | 16 | 2021 |
From lab experiments to real negotiations: An investigation of international iron ore negotiations J Yao, L Ma, L Zhang Negotiation Journal 34 (1), 69-87, 2018 | 14 | 2018 |
A contingency approach to HRM and firm innovation: The role of national cultures J Yao, E Marescaux, L Ma, M Storme Human Resource Management 62 (5), 685-699, 2023 | 13 | 2023 |
企业是否会近墨者黑: 企业规模, 政府重要性与企业政治行为 姚晶晶, 鞠冬, 张建君 管理世界, 98-108, 2015 | 13 | 2015 |
Trust building via negotiation: Immediate versus lingering effects of general trust and negotiator satisfaction J Yao, M Storme Group Decision and Negotiation 30 (3), 507-528, 2021 | 10 | 2021 |
Mapping societal trust and trust in negotiations J Yao, JM Brett International Journal of Conflict Management 32 (5), 826-847, 2021 | 7 | 2021 |
Building organizations as communities: A multicase study of community institutional logic at Chinese firms YH Han, J Yao Management and Organization Review 18 (5), 829-858, 2022 | 4 | 2022 |
When there is no ZOPA: mental fatigue, integrative complexity, and creative agreement in negotiations J Yao, ZX Zhang, LA Liu Negotiation and Conflict Management Research, 2020 | 4 | 2020 |
Dual motives of harmony and negotiation outcomes in an integrative negotiation. Z Zhang, J Yao, M Huang Acta Psychologica Sinica, 2013 | 4 | 2013 |
OFFER: Behaviorally coding indirect and direct information exchange in negotiations. J Brett, J Yao, ZX Zhang Cambridge University Press, 2018 | 2 | 2018 |
Suffered from deep-seated childhood shadows: Linking childhood emotional abuse to interpersonal conflict at work and workplace ostracism B Liu, M Xu, J Yao Personality and Individual Differences 229, 112771, 2024 | | 2024 |