Related Reading

Resources

Faculty Research from Columbia Ideas at Work

Jerk or wimp: What’s your assertiveness style?
January 25, 2006
Perhaps more than any other factor, your assertiveness style can determine your success as a leader. Professor Daniel Ames talks about his research, with Professor Francis Flynn, on the costs of getting assertiveness wrong — and how you can get it right.

Trust and reciprocity in American and Chinese business networks
January 25, 2005
Why do business relationships take longer to establish in China than in the United States? New research by Professors Michael Morris and Paul Ingram explores key differences between the American and Chinese approaches to building networks.

When culture counts
June 15, 2005
Do Chinese avoid conflict? If so, how will this cultural trait affect negotiations with your Chinese joint venture partner? New research by Professor Michael Morris sheds light on how culture influences people in business settings.

The charisma factor
June 6, 2005
A company is in trouble, but investors aren’t jumping ship. What explains their faith in an imminent turnaround? Professors Francis Flynn’s and Barry Shaw’s (UC Berkeley) study of investor behavior gauges the impact of charismatic leadership on external support for an organization.

Research brief: Organizations
The Idea: When the other side knows more than you do, choose a slower means of negotiation.

Related Readings

General Books

	Cross, Robert L. The Hiddern Power of Social Networks: Understanding How Work Really Gets Done in Organizations. Boston: Harvard Business School Press, 2004.
	Gelfand, Michele J., and Jeanne M. Brett. The Handbook of Negotiation and Culture. Palo Alto: Stanford University Press, 2004.
	Goleman, Daniel. Social Intelligence: The New Science of Human Relationships. New York: Bantam, 2006.
	Goleman, Daniel, Richard E. Boyatzis and Annie McKee. Primal Leadership: Learning to Lead with Emotional Intelligence Boston: Harvard Business School Press, 2004.
	Surowiecki, James. The Wisdom of Crowds. New York: Doubleday, 2004.
	Thompson, Leigh L. Negotiation Theory and Research: Negotiation (Frontiers of Social Psychology). London: Psychology Press, 2006.

Articles

The Power of Personality (PDF) by Brent Roberts, Nathan Kuncel, Rebecca Shiner, Avshalom Caspi, and Lewis Goldberg.

What a Test Can Say About Your Style by Kelley Holland in The New York Times