Updated July 2009

PUBLICATIONS
                                                                                                                                                    

Kopelman, S., Avi-Yonah, O., Lytle, A., & Varghese, A.K. (invited chapter). The genuine holistic negotiator. In K. Cameron and G. Spreizter (Eds.) Handbook of POsitive Organizational Scholarship. Oxford University Press. Ch xx, pp-pp.

Garcia, S.M., Bazerman, M.H., Kopelman, S., Tor, A., & Miller, D.T. (In press). Worse but equal: The influence of social categories on resource allsocations. Business Ethics Quarterly (BEQ).

Kopelman, S. (2009). The effect of culture and power on cooperation in commons dilemmas: Implications for global resource management. Organization Behavior and Human Decision Processes (OBHDP), 108, 153-163 Link

Kopelman, S., Shoshana, J, and Chen, L. (2009). Re-narrating positive relational identities in organizations: Self-narration as a mechanism for strategic emotion management in interpersonal interactions. In L.M. Roberts & J. Dutton (Eds.) Exploring positive identities and organizations: Building a theoretical and research foundation. Ch. 12, 265-287

Potworowski, G. and Kopelman, S. (2008). Developing evidence-based expertise in emotion management: Strategically displaying and responding to emotions in negotiations. Special Issue on next generation negotiation skills (beyond the deal) in Negotiation and Conflict Management Research (NCMR), 1, 4, 333-352. Link

Kopelman, S. and Rosette, A.S. (2008). Cultural variation in response to strategic display of emotions during negotiations. Special Issue on Emotions in Negotiation in Group Decision and Negotiations (GDN), 17, 1, 65-77. Full Text

Sanchez-Burks, J., Neuman, E.J., Ybarra, O., Kopelman, S., Park, H, and Goh, K. (2008). “Don’t worry, relationship conflict won’t hurt us:” Cultural beliefs about the consequences of conflict. Negotiation and Conflict Management Research (NCMR), 1 (1), 53-76. Full Text
Press Release

Kopelman, S. (2008). The herdsman and the sheep, mouton, or kivsa? The influence of group culture on cooperation in social dilemmas. In A. Biel, D. Eek, T. Gärling, and M. Gustafsson (Eds.). New Issues and Paradigms in Research on Social Dilemmas. NY: Springer Press. Ch. 11, 177-188. Full Text Press Release )

Kopelman, S., Gewurz, I., and Sacharin, V. (2008). The power of presence: Strategic response to displayed emotions in negotiation. In N.M. Ashkanasy and C.L. Cooper (Eds.) Research Companion to Emotion in Organizations. Cheltenham, UK: Edward Elgar. Ch. 24. 405-417.
Working Paper Press Release Book Promo

Kopelman, S., Rosette, A.S., and Thompson, L. (2006). The three faces of eve: Strategic displays of positive negative and neutral emotions in negotiations. Organizational Behavior and Human Decision Processes, 99 (1), 81-101. Full Text Press Release
**IACM Outstanding Article Award for Paper Published in 2006

Chakravarti, A., Loewenstein, J., Morris, M., Thompson, L., and Kopelman, S. (2005). At a loss for words: Negotiators disadvantaged in techinical knowledge are vulnerable to verbal domination and economic losses as a function of communication. Organizational Behavior and Human Decision Processes, 98 (1), 28-38. Full Text

Weber, M., Kopelman, S., & Messick, D. (2004). A conceptual Review of Decision Making in Social Dilemmas: Applying the Logic of Appropriateness. Personality and Social Psychology Review, 8 (3), 281-307. Full Text

Brett, J.M. & Kopelman, S. (2004). Culture and Social Dilemmas. In M. Gelfand and J.M. Brett (Eds.) Negotiation and Culture: Research Perspectives. Stanford University Press: CA. p 395-411. Full Text

Kopelman, S., Weber, M, & Messick, D. (2002). Factors Influencing Cooperation in Commons Dilemmas: A Review of Experimental Psychological Research. In E. Ostrom et al., (Eds.) The Drama of the Commons. Washington DC: National Academy Press. Ch. 4., 113-156. Full Text

Thompson, L., Medvec, V.H., Siedens, V. & Kopelman, S. (2001). Poker Face, Smiley Face, and Rant 'n' Rave: Myths and Realities about Emotion in Negotiation. In M. Hogg & S. Tindale (Eds.) Blackwell Handbook in Social Psychology, Vol. 3: Group Processes, Ch. 6., 139-163. Full Text

Rosette, A.S., Kopelman, S., & Thompson, L.L. (2000). High-performance Contract Negotiation Skills. Product Management Today, 11 (7), 38-41.

Kopelman, S. & M. Olekalns. (1999). Process in Cross-Cultural Negotiations. Negotiation Journal, October, 373-380. Full Text

WORK UNDER REVIEW
                                                                                                                                                    

Kopelman, S. (Submitted). The anticommons dilemma: Theoretical and empirical implications for cooperation in social dilemmas.

Rosette, A., and Kopelman, S. (R&R). Good grief! Feeling of anxiety sour the economic benefits of first offers.

Moeller, S.J., Ybarra, O. & Kopelman, S. (R&R). Biased knowledge acquisition facilitates uncertain interpersonal interactions. Personality and Social Psychology Bulletin (PSPB).

WORK IN PROGRESS
                                                                                                                                                    

Kopelman, S., Gewurz, I., Lytle, A. (work in progress). Emotion management in negotiations: Best practices.

Kopelman, S. (work in progress). Cultural group norms and communication in resource dilemmas: Implications for cooperative behavior in negotiations.

Kopelman, S. and T., Shang, J (work in progress). Positive emotion and collective mindsets: Implications for decision making in public good dilemmas.

Kopelman, S. (work in progress). The Anticommons Dilemma: Theoretical and Empirical Implications for Cooperation in Social Dilemmas.

Kopelman, S. T., Shang, J., and Thomas, T. (work in progress). Social Identity and Charitable Contribution: Implications for decision making in public good dilemmas.

Kopelman, S. & Rigdon, M. (work in progress). Fairness norms and cooperation: A comparison of commons and anticommons dilemmas.

Kopelman, S., Fredrickson, B., and Waugh, C. (work in progress). Positive emotions and interdependent outcomes in business relationships: Implications for broaden and build theory and negotiations strategy.

Sinaceur, M. and Kopelman, S. (work in progress). Hearing the crying of the lamb: When and why sadness expression may help claim value in negotiations.

Ben Dov, R., Heller, D., Kopelman, S. (work in progress). The influence of power on leveraging trade-offs and creating value in negotiations.

WORKING PAPERS
                                                                                                                                                    

Kopelman, S. (2002). Social Motives and Reciprocity in Negotiations: Implications for Cross-Cultural Settings. DRRC Working Paper#271.

Dialdin, D., Kopelman, S., Adair, W., Brett, J.M., Okumura, T., & Lytle, A. (2002). The distributive outcomes of cross-cultural negotiations. DRRC Working Paper #269.

Adair, W. L., Kopelman, S., Gillespie, J., & Brett, J. M. (2002). Compatible Cultural Values and Schemas in U.S./Israel Negotiations: Implications for Joint Gains. DRRC Working Paper #270.

INVITED PRESENTATIONS
                                                                                                                                                    

Kopelman, S. (2007). Positive emotion and collective mindsets: A field experiment on charitable giving. Psychology Department, Michigan State University.

Kopelman, S. (2007). Cultural variation in response to strategic display of emotions during negotiations. Decision Consortium. University of Michigan.

Kopelman , S. (2006). Teaching Decision Making: Establishing a Foothold. Pre-Conference coordinated by Frank Yates. Behavioral Decision Research in Management (BDRM), UCLA Anderson School of Management.

Kopelman, S. and Thomas, T. (2006). If I were a rich man: The effect of culture and power on decision making in social dilemmas. Management and Organizations Mechanisms Seminar with Kathy Sutcliffe. Ross School of Business.

Kopelman, S., Rosette, A., and Thompson, L. (2005). The three faces of eve: Strategic displays of positive neutral and negative emotions in negotiations. Hosmer Lunch Series, Ross School of Business.

Kopelman, S. and Rosette, A. (2005). Crossing cultural boundaries: Implications for strategic use of emotions in negotiation. Small Group Meeting on Emotions in Organizations. Rotterdam.

Kopelman , S. (2004). The Tragedy of the Commons and Anticommons: Implications for Management & Organizations. NRFPT Speaker Series, Management and Organizations. Michigan State University.

Kopelman , S. (2004). Culture and Power Asymmetry in Commons Dilemmas: Implications for Multi-Party Negotiations and Sustainable Environmental Management. Bauer Distinguished Speaker Series, C.T. Bauer College of Business . University of Houston

Kopelman, S. and Garcia, S. M. (2004). Resource Allocation in Negotiations: Crossing Social Categories and Cultural Boundaries. Interdisciplinary Committee on Organizational Studies (ICOS). University of Michigan.

Kopelman, S. and Parson, E. (2004). What We Need to Know About Negotiations But Don't-Yet. Decision Consortium. University of Michigan.

CONFERENCE PRESENTATIONS
                                                                                                                                                    

Kopelman, S., Chen, L.L., Shoshana, Y. (2009). Negotiating positive relational identities in organizations: Self-narration as a mechanism for strategic emotion management in interpersonal interactions. International Association of Conflict Management (IACM), Kyoto, June 2009

Ben-Dov, R., Heller, D., Kopelman, S. (2009). Power and decision making in negotiations: Predictions from construal level theory. International Association of Conflict Management (IACM), Kyoto, June 2009

Varghese, A. & Kopelman, S. (2009). Strategic response to the display of emotions and cross cultural attributions in negotiations. International Association of Conflict Management (IACM), Kyoto, June 2009.

Kopelman, S., Shoshana, J., & Chen, L.L. (2008). Re-Narrating positive relational identity in organizations: Mindful self-narration as a mechanism for strategic emotion management in interpersonal interactions. In J. Dutton & J. Bednar (organizers) Looking through the lens of positive identity symposium. Academy of Management (AOM), Anaheim.

Kopelman, S., and Shang, J. (2007). Emotion, Social Identity, and Morality: Implications for decision making in public good dilemmas.. The 12th Biennial Conference of the International Conference on Social Dilemmas (ICSD), Seattle.

Rosette, A. and Kopelman, S. (2007). Cultural variation in response to strategically displayed emotions. International Association of Conflict Management (IACM), Budapest, July, 2007.

Sanchez-Burks, J., Neuman, E.J., Ybarra, O., Kopelman , S., Park, H, and Goh, K. (2007). Folk wisdom about the effects of relationship conflict. International Association of Conflict Management (IACM), Budapest, July, 2007. Best Empirical Paper.

Thomas, T., Shang, J., and Kopelman, S. (2006). Powerful Drinking Buddies and Miserable Corporate Event Goers are the Most Generous! The effects of Identity and Power on Cooperation in Social Dilemmas. Accepted to the Academy of Management. Atlanta, Aug. 2006.

Sacharin, V., Lytle, A., and Kopelman, S. (2006). Identity conflict in social dilemmas: The effect of gender and role conflict on cooperation. Accepted to the International Association of Conflict Management (IACM), Montreal, June, 2006.

Sinaceur, M. and Kopelman, S. (2006). Hearing the crying of the lamb: Why sadness expression may help claim value in negotiations. Accepted to the Academy of Management. Atlanta, Aug. 2006.

Rosette, A., Abbott, J., and Kopelman, S. (2006). The First Offer Disadvantage: The Role of Perceived Vulnerability and Feelings of Dissatisfaction. Accepted to the International Association of Conflict Management (IACM), Montreal, June, 2006.

Kopelman, S., Waugh, C. and Fredrickson, B. (2005). Positive Emotions and Interdependent Outcomes in Business Relationships: Implications for Broaden and Build Theory and Negotiations Strategy. In Symposium on Emotion in Social Conflict: Recent Developments and New Insights. International Association of Conflict Management (IACM), Seville.

Lytle, A. L. and Kopelman, S. (2005). Friendly threats? The linking of threats and promises in negotiation. International Association of Conflict Management (IACM), Seville.

Thomas, T., Shang, J. and Kopelman, S. (2005). Social Identity and Power: Implications for Charitable Contribution to Public Goods. The 11 th Biennial Conference of the International Conference on Social Dilemmas (ICSD), Poland.

Kopelman, S., Rosette, A., and Thompson, L. (2004). The Three Faces of Eve: An Examination of Strategic Positive, Negative, and Neutral Emotion in Negotiations. Symposium on Negative Emotions in Negotiations. Academy of Management (AOM), New Orleans.

Kopelman, S. (2003). Cultural and Economic Asymmetry in Resource Negotiations: Implications for Self-Interested Behavior in Social Dilemmas. The First Biennial Conference on Negotiations (Negocia), Paris, France.

Kopelman, S. (2003). Cultural and Economic Asymmetry in Resource Negotiations: Implications for Self-Interested Behavior in Social Dilemmas. The 10th Biennial Conference of the International Conference on Social Dilemmas Paper (ICSD), Sweden

Kopelman, S. (2001). Cultural And Economic Heterogeneity: Implications for Self-Interested Behavior in Asymmetric Resource Dilemmas. Academy of Management (AOM), Washington D.C.

Kopelman, S. & Cristal, M. (2001) Post Camp David 2000: Conflict Management versus Conflict Resolution. International Association of Conflict Management (IACM), Paris. Kopelman, S.,

Kopelman, S., Rosette, A., and Thompson, L. (2001). Poker Face, Smiley Face, and Rant 'n' Rave: An Examination of the Strategic Use of Emotion in Negotiation. International Association of Conflict Management (IACM), Paris.

Kopelman, S. & Brett, J.M. (2001). Culture and Social Dilemmas. The 9th Biennial Conference of the International Conference on Social Dilemmas Paper (ICSD), Chicago.

Kopelman, S. (2000). Social Motives and Culture: Implications for Distributive Outcomes in Negotiations. Working Paper. Academy of Management (AOM), Toronto.

Kopelman, S., Weber, M., & Messick, D. (2000). Resource Dilemmas: A Review of Experimental Research. Working Paper. The 8th Biennial Conference of the International Association for the Study of Common Property (IASCP), Bloomington.

Kopelman, S. (1999). The Tragedy of the Anticommons: Implications for Research on Social Dilemmas. The 8th International Conference on Social Dilemmas (ICSD), Israel.

Printable CV