| The negotiation dance: Time, culture, and behavioral sequences in negotiation WL Adair, JM Brett Organization Science 16 (1), 33-51, 2005 | 688 | 2005 |
| Negotiation behavior when cultures collide: The United States and Japan. WL Adair, T Okumura, JM Brett Journal of Applied Psychology 86 (3), 371, 2001 | 572 | 2001 |
| Culture and negotiation strategy W Adair, J Brett, A Lempereur, T Okumura, P Shikhirev, C Tinsley, A Lytle Negotiation journal 20 (1), 87-111, 2004 | 263 | 2004 |
| The culturally intelligent team: The impact of team cultural intelligence and cultural heterogeneity on team shared values WL Adair, I Hideg, JR Spence Journal of cross-cultural psychology 44 (6), 941-962, 2013 | 223 | 2013 |
| For whom is parting with possessions more painful? Cultural differences in the endowment effect WW Maddux, H Yang, C Falk, H Adam, W Adair, Y Endo, Z Carmon, ... Psychological Science 21 (12), 1910-1917, 2010 | 221 | 2010 |
| Culture and joint gains in negotiation JM Brett, W Adair, A Lempereur, T Okumura, P Shikhirev, C Tinsley, ... Negotiation journal 14, 61-86, 1998 | 218 | 1998 |
| 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 |
| Culture and negotiation processes WL Adair, JM Brett The handbook of negotiation and culture, 158-176, 2004 | 179 | 2004 |
| Integrative sequences and negotiation outcome in same‐and mixed‐culture negotiations WL Adair International Journal of Conflict Management 14 (3/4), 273-296, 2003 | 116 | 2003 |
| The timing and function of offers in US and Japanese negotiations. WL Adair, L Weingart, J Brett Journal of Applied Psychology 92 (4), 1056, 2007 | 113 | 2007 |
| A model of communication context and measure of context dependence WL Adair, NR Buchan, XP Chen, D Liu Academy of Management Discoveries 2 (2), 198-217, 2016 | 90 | 2016 |
| Starting out on the right foot: Negotiation schemas when cultures collide WL Adair, MS Taylor, CH Tinsley Negotiation and Conflict Management Research 2 (2), 138-163, 2009 | 85 | 2009 |
| Managing the intercultural interface: Third cultures, antecedents, and consequences WL Adair, CH Tinsley, M Taylor National culture and groups 9, 205-232, 2006 | 73 | 2006 |
| Cultural perspective taking in cross-cultural negotiation S Lee, WL Adair, SJ Seo Group Decision and Negotiation 22, 389-405, 2013 | 68 | 2013 |
| The display of “dominant” nonverbal cues in negotiation: The role of culture and gender WL Adair, Z Semnani-Azad International Negotiation 16 (3), 451-479, 2011 | 64 | 2011 |
| How Chinese and Caucasian Canadians conceptualize creativity: The mediating role of uncertainty avoidance WL Adair, TX Xiong Journal of Cross-Cultural Psychology 49 (2), 223-238, 2018 | 62 | 2018 |
| Strategic sequences in police interviews and the importance of order and cultural fit K Beune, E Giebels, WL Adair, BM Fennis, KI Van Der Zee Criminal Justice and behavior 38 (9), 934-954, 2011 | 57 | 2011 |
| Bridging racial divides: Social constructionist (vs. essentialist) beliefs facilitate trust in intergroup contexts FYH Kung, MM Chao, DJ Yao, WL Adair, JH Fu, K Tasa Journal of Experimental Social Psychology 74, 121-134, 2018 | 50 | 2018 |
| Understanding intercultural dynamics: Insights from competition and cooperation in complex contexts LA Liu, WL Adair, D Tjosvold, E Poliakova Cross Cultural & Strategic Management 25 (1), 2-31, 2018 | 47 | 2018 |
| Handbook of research on negotiation M Olekalns, WL Adair Edward Elgar Publishing, 2013 | 42 | 2013 |
