Research coAuthored with College of Business Faculty

Journal Articles

"Surface-level diversity and decision-making in groups: When does deep-level similarity help?" K. Phillips, G. Northcraft, M. Neale, Group Processes and Intergroup Relations, (9) 467-482 2006.


"Why differences make a difference: A field study of diversity, conflict, and performance in workgroups" K. Jehn, G. Northcraft, M. Neale, Administrative Science Quarterly, (44) 4 741-763 1999.


"Opening Pandora's Box: The impact of diversity and conflict on workgroup performance" M. Neale, G. Northcraft, K. Jehn, Performance Improvement Quarterly, (12) 1 113-126 1999.


"Non-linear preference functions and negotiated outcomes" G. Northcraft, J. Preston, M. Neale, P. Kim, Organizational Behavior and Human Decision Processes, (73) 54-75 1998.


"Non-linear preference functions and negotiated outcomes" G. Northcraft, J. Preston, M. Neale, M. Thomas-Hunt, Organizational Behavior and Human Decision Processes, (73) 54-75 1998.


"The allocation of benefits and burdens: Does it really matter what we allocate?" G. Northcraft, M. Neale, A. Tenbrunsel, M. Thomas, Social Justice Research, (9) 27-46 1996.


"Dimensions of managerial third-party dispute intervention" R. Pinkley, J. Brittain, M. Neale, G. Northcraft, Journal of Applied Psychology, (80) 386-402 1995.


"Equity, equality, or need? The effects of organizational culture on the allocation of benefits and burdens" E. Mannix, M. Neale, G. Northcraft, Organizational Behavior and Human Decision Processes, (63) 276-286 1995.


"Negotiating with non-linear utilities: Why some concessions are more equal than others" G. Northcraft, M. Neale, S. Brodt, Organizational Behavior and Human Decision Processes, (63) 298-310 1995.


"The joint effects of goal-setting and expertise on negotiator performance" G. Northcraft, M. Neale, C. Earley, Human Performance, (7) 257-272 1994.


"Effects of decision context and anchoring bias on selection screening judgments" V. Huber, G. Northcraft, M. Neale, Organizational Behavior and Human Decision Processes, (45) 276-284 1990.


"Information competition and vividness effects in on-line judgments" M. Wilson, G. Northcraft, M. Neale, Organizational Behavior and Human Decision Processes, (44) 132-139 1989.


"Sex effects in performance-related judgments" G. Northcraft, V. Huber, M. Neale, Human Performance, (1) 161-176 1988.


"The framing of negotiations: Contextual vs. task frames" M. Neale, V. Huber, G. Northcraft, Organizational Behavior and Human Decision Processes, (39) 228-241 1987.


"Decision bias and personnel selection strategies" V. Huber, M. Neale, G. Northcraft, Organizational Behavior and Human Decision Processes, (40) 136-147 1987.


"Experts, amateurs, and real estate: An anchoring-and-adjustment perspective on property pricing decisions" G. Northcraft, M. Neale, Organizational Behavior and Human Decision Processes, (39) 84-97 1987.


"Judgment by heuristics: The effects of performance standards and rater and ratee characteristics on performance-related judgments" V. Huber, M. Neale, G. Northcraft, Organizational Behavior and Human Decision Processes, (40) 149-169 1987.


"'Choice shifts' in group decisions: A decision bias perspective" M. Neale, M. Bazerman, G. Northcraft, C. Alperson, International Journal of Small Group Research, (1) 33-42 1986.


"Experts, amateurs, and refrigerators: A comparison of expert and amateur negotiators in a novel task" M. Neale, G. Northcraft, Organizational Behavior and Human Decision Processes, (38) 305-317 1986.


"Opportunity costs and the framing of resource allocation decisions" G. Northcraft, M. Neale, Organizational Behavior and Human Decision Processes, (37) 348-356 1986.


"The buyer-seller transaction: A simulation of integrative bargaining in a competitive market" M. Neale, G. Northcraft, T. Magliozzi, M. Bazerman, Organizational Behavior Teaching Review, (10) 28-38 1985.


"The perceived value of fringe benefits" M. Wilson, G. Northcraft, M. Neale, Personnel Psychology, (38) 309-320 1985.

Books

"Organization Behavior: A Management Challenge, " L. Stroh, G. Northcraft, M. Neale, Lawrence Erlbaum & Associates: Mahwah, NJ, 2001.

Chapters in Books

"Diversity, social identity, and performance: Emergent social dynamics in cross-functional teams" G. Northcraft, J. Polzer, M. Neale, R. Kramer, 69-96 In Diversity in Work Teams: Research Paradigms for a Changing Workplace, APA Publications, 1995.


"Negotiating successful research collaboration" G. Northcraft, M. Neale, 204-224 In Social Psychology in Organizations, Prentice-Hall: Englewood-Cliffs, NJ, 1993.


"Behavioral negotiation theory: A framework for conceptualizing dyadic negotiation" M. Neale, G. Northcraft, In Research in Organizational Behavior, JAI Press: Stamford, CT, 1990.


"Dyadic negotiation" G. Northcraft, M. Neale, In Research on Negotiation in Organizations, JAI Press: Stamford, CT, 1990.


"Strategic conceptualization and feedback: The essence of expertise" M. Neale, G. Northcraft, In Research in Bargaining and Negotiation, JAI Press: Stamford, CT, 1990.


"Cognitive aspects of negotiation: New perspectives on dyadic decision making" M. Neale, G. Northcraft, M. Bazerman, 149-160 In Managing Conflict: An Interdisciplinary Perspective, Praeger Publishers: New York, 1988.


"Decision bias and social influence in human resource decision making" G. Northcraft, M. Neale, V. Huber, 157-189 In Research in Personnel and Human Resource Management, JAI Press: Stamford, CT, 1988.


"Foibles and fallacies in organization staffing decisions" V. Huber, G. Northcraft, M. Neale, 193-205 In Readings in Personnel Management, 1987.

 


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