Negotiation and Business

Movius, H. (2020). How to negotiate – virtually. Harvard Business Review.  www.hbr.org  June 10, 2020  reprint H05OO0

Kinnaird, T. and Movius, H. (2020). How to negotiate with a procurement team.  Harvard Business Review.  www.hbr.org  February 6, 2020  reprint H05EDV

Movius, H.  (2017) Four productive ways to get confrontational at work.  Fast Company, February 15, 2017.

Movius, H. and Wilson, T. D. (2011).  How we feel about the deal. Negotiation Journal, April 2011, 241-250.

Movius, H. (2010). Better Agreements.  Leadership Excellence, 27.  HR.com   

Lee, A. W. (2010) Ancient wisdom for the modern negotiator: What Chinese characters have to offer negotiation pedagogy. In Venturing beyond the classroom: Volume 2, edited by C. Honeyman, J. Coben, and G. De Palo. St. Paul, MN: DRI Press.

Freeman, R.E., Wicks, C., and  Parmar, B.L. (2011). "Stakeholder Theory as a Basis for Capitalism," in Corporate Social Responsibility and Corporate Governance: The Contribution of Economic Theory and Related Disciplines, L. Saccone, M. Blair, and R. Edward Freeman (Editors), New York, NY: IEA Palgrave MacMillan, 52-72.

Susskind, L.E. and Field, P. (2010) Dealing with an Angry Public: The Mutual Gains Approach to Resolving Disputes   New York:  Free Press 

Parmar, B.L., Freeman, R.E., Harrison, J.S., Wicks, A.C., Purnell, L. and de Colle, S. (2010). "Stakeholder Theory: The State of the Art," The Academy of Management Annals Vol. 4 No. 1, 403-445.

Movius, H. and Susskind, L.E. (2009) Built to Win: Creating A World Class Negotiating Organization.  Cambridge:  Harvard Business Press.

Movius, H.  (2008).  The effectiveness of negotiation training.  Negotiation Journal, October, 509-531.

Movius, H.  (2008).  When tough talk is beside the point. Negotiation Newsletter, June, 2008. Cambridge , MA:  Harvard-MIT Program on Negotiation.

Kinnaird, T. and Movius, H. (2008). Avoiding the three deadly sins. CPO Agenda, Autumn, 49-55.

Movius, H. and Maxfield, A. (2008).  A unified policy for negotiations.  Inside Supply Management,June 2008.

Movius, H. (2007).  When individual bargaining skills are not enough.  Negotiation Newsletter, March, 2007. Cambridge , MA:  Harvard-MIT Program on Negotiation.

Fairman, D., Field, P, and Movius, H. (2007).  The Negotiator’s Fieldbook:  the virtues and limits of a kaleidoscope.  Negotiation Journal, July, 343-354.

Movius, H., Matsuura, M., Yan, J., and Kim, D-Y. (2006).  Tailoring the mutual gains approach to negotiation for counterparts in Japan, China, and Korea.  Negotiation Journal, 22, 389-435. 

Psychological Science 

IJzerman H, Janssen J.A., Coan J.A. (2015). Maintaining warm, trusting relationships with brands: increased temperature perceptions after thinking of communal brands., 2015; PloS one. 10(4) e0125194

Coan, J.A. & Maresh, E.L. (2014). Social baseline theory and the social regulation of emotion. In J. Gross (Ed.) The Handbook of Emotion Regulation, 2nd Edition (pp. 221-236). New York: The Guilford Press.

Chango, J. M., McElhaney, K. B., & Allen, J. P. (2009).  Attachment organization and patterns of conflict resolution in friendships predicting adolescents’ depressive symptoms over time.  Attachment and Human Development, 11, 331- 346.

Payne, J.D., Chambers, A., & Kensinger, E.A. (2012). Sleep Promotes Lasting Changes in Selective Memory for Emotional Scenes. Frontiers in Integrative Neuroscience, 6(108).

Beckes L, Coan JA, Hasselmo K, Familiarity promotes the blurring of self and other in the neural representation of threat., 2012; Social cognitive and affective neuroscience. 8(6) 670-7

Graber, E. C., Laurenceau, J-P., Miga, E., Chango, J. M., & Coan, J. A. (2011).  Conflict and love: Predicting newlywed marital outcomes from two interaction contexts.  Journal of Family Psychology, 25, 541-550.

Payne, J.D. (2011). Sleep on it: Stabilizing and transforming memories during sleep. Nature Neuroscience, 14(3), 272-274.

Pu, J., Movius, H.L., & Allen, J.J.B. (2008). Resting Cardiac Vagal Control Predicts Speed of Recovery During a Mental Stressor. Psychophysiology, 45, S99.

Coan, J. A., & Gottman, J. M. (2007). The specific affect (SPAFF) coding system. In J. A. Coan and J. J. B. Allen (Eds.) Handbook of Emotion Elicitation and Assessment (pp. 106-123), New York, NY: Oxford University Press.

Coan, J.A., Schaefer, H.S., Davidson R.J. (2007). Lending a hand: social regulation of the neural response to threat. Psychological Science. 17(12) 1032-9.  

Movius, H.L. and Allen, J.J.B. (2005)  Cardiac vagal tone, defensiveness, and motivational style. Biological Psychology, 68, 147-162.

Coan & Allen J.J.B. (2004). Frontal EEG asymmetry as a moderator and mediator of emotion.  Biological Psychology. 67(1) 7-49.  

Coan JA & Allen JJ. (2003) Frontal EEG asymmetry and the behavioral activation and inhibition systems., 2003; Psychophysiology, 40(1) 106-14.

Allen, J.J.B., and Movius, H.L. (2000).  The objective assessment of amnesia in dissociative identity disorder using event-related potentials.  International Journal of Psychophysiology, 38, 21-41.

Allen, J.J.B., Vrana, S.R., Peasley-Miklus, C., Chambers, A.S., Movius, H.L. (2001). The many metrics of cardiac chronotropy. Psychophysiology, 38, S20

Dikman, Z.V., Allen, J.J.B., & Movius, H.L. (2001). Vagal tone and defensiveness: More data to make defensive people defensive. Psychophysiology, 38, S36

Gottman, J.M., Coan, J.A., Carrere, S., & Swanson, C. (1998). Predicting marital happiness and stability from newlywed interactions. Journal of Marriage and Family, 60, 5-22.