| 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 | 172 | 2016 |
| A measurement model for dignity, face, and honor cultural norms J Yao, J Ramirez-Marin, J Brett, S Aslani, Z Semnani-Azad Management and Organization Review 13 (4), 713-738, 2017 | 56 | 2017 |
| Understanding trust development in negotiations: An interdependent approach J Yao, ZX Zhang, JM Brett Journal of Organizational Behavior 38 (5), 712-729, 2017 | 41 | 2017 |
| Family involvement in middle management and its impact on the labor productivity of family firms Q Hu, Y Zhang, J Yao Management and Organization Review 14 (2), 249-274, 2018 | 31 | 2018 |
| Selecting people based on person‐organisation fit: Implications for intrateam trust and team performance Q Hu, J Yao, ZX Zhang Human Resource Management Journal 31 (1), 293-310, 2021 | 27 | 2021 |
| Advancing the scientific understanding of trust and culture in negotiations DT Kong, J Yao Negotiation and Conflict Management Research 12 (2), 117-130, 2019 | 22 | 2019 |
| The determinants of family business owners’ intrafamily succession intention: An interplay between business owners and institutional environment Y Zhou, Q Hu, J Yao, X Qin Chinese Management Studies 10 (4), 710-725, 2016 | 21 | 2016 |
| Understanding the trust deficit in China: Mapping positive experience and trust in strangers J Yao, ZX Zhang, J Brett, JK Murnighan Organizational behavior and human decision processes 143, 85-97, 2017 | 17 | 2017 |
| Multi-issue offers strategy and joint gains in negotiations: How low-trust negotiators get things done J Yao, JM Brett, ZX Zhang, J Ramirez-Marin Organizational Behavior and Human Decision Processes 162, 9-23, 2021 | 14 | 2021 |
| 企业是否会近墨者黑: 企业规模, 政府重要性与企业政治行为 姚晶晶， 鞠冬， 张建君 管理世界, 98-108, 2015 | 13 | 2015 |
| Person–job fit and job involvement: the curvilinear effect and the moderating role of goal orientation D Ju, J Yao, L Ma Journal of Managerial Psychology 36 (5), 433-446, 2021 | 12 | 2021 |
| From lab experiments to real negotiations: An investigation of international iron ore negotiations J Yao, L Ma, L Zhang Negotiation Journal 34 (1), 69-87, 2018 | 12 | 2018 |
| A contingency approach to HRM and firm innovation: The role of national cultures J Yao, E Marescaux, L Ma, M Storme Human Resource Management 62 (5), 685-699, 2023 | 8 | 2023 |
| Trust building via negotiation: Immediate versus lingering effects of general trust and negotiator satisfaction J Yao, M Storme Group Decision and Negotiation 30 (3), 507-528, 2021 | 8 | 2021 |
| Mapping societal trust and trust in negotiations J Yao, JM Brett International Journal of Conflict Management 32 (5), 826-847, 2021 | 6 | 2021 |
| Dual motives of harmony and negotiation outcomes in an integrative negotiation. Z Zhang, J Yao, M Huang Acta Psychologica Sinica, 2013 | 4 | 2013 |
| When there is no ZOPA: mental fatigue, integrative complexity, and creative agreement in negotiations J Yao, ZX Zhang, LA Liu Negotiation and Conflict Management Research, 2020 | 3 | 2020 |
| Building organizations as communities: A multicase study of community institutional logic at Chinese firms YH Han, J Yao Management and Organization Review 18 (5), 829-858, 2022 | 2 | 2022 |
| OFFER: Behaviorally Coding Indirect and Direct Information Exchange in Negotiations J Brett, J Yao, ZX Zhang The Cambridge Handbook of Group Interaction Analysis, 483-490, 2018 | 2 | 2018 |
| Inciter ses salariés à innover, une affaire de culture nationale M Storme, E Marescaux, J Yao The Conversation France, 2024 | | 2024 |
