Peter J. Carnevale is Professor of Management and Organization at the Marshall School of Business, University of Southern California. He is the author of more than 90 journal articles, book chapters, and books relating to negotiation, mediation, interdependent decision making, the structure of agreement, and dispute resolution practices and procedures. He earned his Ph.D. in social psychology at the State University of New York at Buffalo in 1982, and has been a member of the faculties of New York University, the University of Illinois at Urbana-Champaign, and the University of Iowa. He has received numerous awards and has served as president of the International Association for Conflict Management. The following publications relate to economic negotiation broadly defined.

Publications on the process of international economic negotiation:

Books

Carnevale, P.J., & De Dreu, C.K.W. (Eds). 2006. Methods of negotiation research. Leiden, The Netherlands: Martinus Nijhoff Publishers. [http://www.brill.nl/ines]

Pruitt, D.G., & Carnevale, P.J. 1993. Negotiation in social conflict. Buckingham, England: Open University Press.

Edited Journal Special Issues

Carnevale, P.J., & De Dreu, C.K.W. 2005. Interdisciplinary research methods in social conflict and negotiation II. International Negotiation, 10 (1).

Carnevale, P.J., & De Dreu, C.K.W. (2004). Interdisciplinary research methods in social conflict and negotiation I. International Negotiation, 9 (3).

Articles Peer Reviewed

Carnevale, P.J. January 2008. Positive affect and decision frame in negotiation. Group Decision and Negotiation, 17(1): 51-63.

Ledgerwood, A., Liviatan, I., & Carnevale, P.J. 2007. Group identity completion and the symbolic value of property. Psychological Science, 18: 873-878.

Henderson, M.D., Trope, Y. Carnevale, P.J. 2006. Negotiation from a near and distant time perspective. Journal of Personality and Social Psychology, 91: 712-729.

Carnevale, P.J., & De Dreu, C.K.W. 2005. Laboratory experiments on negotiation and social conflict. International Negotiation, 10: 51-65.

Reprinted in P.J. Carnevale & C.K.W. De Dreu (Eds). 2006 . Methods of negotiation research. Leiden, The Netherlands: Martinus Nijhoff Publishers.

De Dreu, C.K.W., & Carnevale, P.J. 2005. Disparate methods and common findings in the study of negotiation. International Negotiation, 10: 193-203.

Reprinted in P.J. Carnevale & C.K.W. De Dreu (Eds.). 2006. Methods of negotiation research. Leiden, The Netherlands: Martinus Nijhoff Publishers.

Olekalns, M., Robert, C., Probst, T., Smith, P.L., & Carnevale, P.J. 2005. The impact of message frame on negotiators’ impressions, emotions, and behaviors. International Journal of Conflict Management, 16: 379-402.

De Dreu, C.K.W., & Carnevale, P.J. (2003). Motivational bases of information processing and strategy in negotiation and social conflict. Advances in Experimental Social Psychology, 35: 235-291.

Triandis, H.C., Carnevale, P.J., Gelfand, M., Robert, C., Wasti, A., Probst, T.M., Kashima, E.S., Dragonas, T., Chan, D., Chen, X.P., Kim, U., Kim, K., de Dreu, C., van de Vliert, E., Iwao, S., Ohbuchi, K., Schmitz, P. 2001. Culture and deception in business negotiations: A multi-level analysis. International Journal of Cross Cultural Management, 1: 73-90.

Carnevale, P.J., & Choi, DW. 2000. Culture in the mediation of international disputes. International Journal of Psychology, 35: 105-110.

Probst, T., Carnevale, P.J., & Triandis, H.C. 1999. Cultural values in intergroup and single-group social dilemmas. Organizational Behavior and Human Decision Processes, 77: 171-191.

Rhoades, J.A., & Carnevale, P. J. 1999. The behavioral context of strategic choice in negotiation: A test of the dual-concern model. Journal of Applied Social Psychology, 29: 1777-1802.

Laughlin, P.R., Bonner, B.L., Miner, A.G., & Carnevale, P.J. 1999. Frames of reference in quantity estimations by groups and individuals. Organizational Behavior and Human Decision Processes, 80: 103-117.

Carnevale, P.J., & Probst, T. 1998. Social values and social conflict in creative problem solving and categorization. Journal of Personality and Social Psychology, 74: 1300-1309.

Robert, C., & Carnevale, P.J. 1997. Group choice in ultimatum bargaining. Organizational Behavior and Human Decision Processes, 72: 256-279.

Arnold, J., & Carnevale, P.J. 1997. Preference for dispute resolution procedures as a function of intentionality, consequences, and power. Journal of Applied Social Psychology, 27: 371-398.

O'Connor, K.M., & Carnevale, P.J. 1997. A nasty but effective negotiation strategy: Misrepresentation of a common-value issue. Personality and Social Psychology Bulletin, 23: 504-515.

McCusker, C., & Carnevale, P.J. 1995. Framing in resource dilemmas: Loss aversion and the moderating effects of sanctions. Organizational Behavior and Human Decision Processes, 61: 190-201.

Lim, R., & Carnevale, P.J. 1995. Influencing mediator perceptions through bargainer framing. International Journal of Conflict Management, 6: 349-368.

De Dreu, C.K.W., Carnevale, P.J., Emans, B.J.M., van de Vliert, E. 1995. Gain-loss frames in bilateral negotiation: Resistance to concession making and frame adoption. In European Review of Social Psychology, edited by W. Stroebe & M. Hewstone. Chichester: Wiley.

De Dreu, C.K.W., Carnevale, P.J., Emans, B.J.M., & Van de Vliert, E. 1994. Effects of gain-loss frames in negotiation: Loss aversion, mismatching, and frame adoption. Organizational Behavior and Human Decision Processes, 60: 90-107.

Reprinted in M.H. Bazerman (Ed.), Negotiation, Decision Making and Conflict Management, Volume 1, Edward Elgar Publishing, 2005.

Conlon, D.E., Carnevale, P.J., & Murnighan, K. 1994. Intravention: Third-party intervention with clout. Organizational Behavior and Human Decision Processes, 57: 387-410.

Arad, S., & Carnevale, P.J. 1994. Partisanship effects in judgments of fairness and trust in third parties in the Palestinian-Israeli conflict. Journal of Conflict Resolution, 38: 423-451.

Conlon, D.E., Carnevale, P.J., & Ross, W.H. 1994. The influence of third party power and suggestions on negotiation: The surface value of a compromise. Journal of Applied Social Psychology, 24: 1084-1113.

Hilty, J., & P.J. Carnevale. 1993. Black-hat/white-hat strategy in bilateral negotiation. Organizational Behavior and Human Decision Processes, 55: 444-469.

Carnevale, P.J. & Pruitt, D.G. 1992. Negotiation and mediation. Annual Review of Psychology, 43: 531-582.

McLaughlin, M., Carnevale, P.J., & Lim, R. 1991. Professional mediators' judgments of mediation tactics: MDS and cluster analyses. Journal of Applied Psychology, 76: 465-472.

Wittmer, J.M., Carnevale, P.J., & Walker, M.E. 1991. General alignment and overt support in biased mediation. Journal of Conflict Resolution, 35: 594-610.

Lim, R., & Carnevale, P.J. 1990. Contingencies in the mediation of disputes. Journal of Personality and Social Psychology, 58: 259-272.

Harris, K.L., & Carnevale, P.J. 1990. Chilling and hastening: The influence of third-party power and interests on negotiation. Organizational Behavior and Human Decision Processes, 47: 138-160.

Carnevale, P.J., & Henry, R. 1989. Determinants of mediator behavior: A test of the strategic choice model. Journal of Applied Social Psychology, 19: 481-498.

Idaszak, J.R., & Carnevale, P.J. 1989. Third party power: Some negative effects of positive incentives. Journal of Applied Social Psychology, 19: 499-516.

Keenan, P.A., & Carnevale, P.J. 1989. Positive effects of within-group cooperation on between-group negotiation. Journal of Applied Social Psychology, 19: 977-992.

Carnevale, P.J., & Conlon, D. 1988. Time pressure and strategic choice in mediation. Organizational Behavior and Human Decision Processes, 42: 111-133.

Carnevale, P.J. 1986. Strategic choice in mediation. Negotiation Journal, 2: 41-56.

Carnevale, P.J., & Isen, A.M. 1986. The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation. Organizational Behavior and Human Decision Processes, 37: 1-13.

Carnevale, P.J., & Lawler, E.J. 1986. Time pressure and the development of integrative agreements in bilateral negotiation. Journal of Conflict Resolution, 30: 636-659.

Pruitt, D.G., Carnevale, P.J., Forcey, B, & Van Slyck, M. 1986. Gender effects in negotiation: Constituent surveillance and contentious behavior. Journal of Experimental Social Psychology, 22: 264-275.

Carnevale, P.J. & Pegnetter R. 1985. The selection of mediation tactics in public-sector labor disputes: A contingency analysis. Journal of Social Issues, 41: 65-81.

Ben-Yoav, O., Hollander, E.P., & Carnevale, P.J. 1983. Leader legitimacy, leader-follower interaction, and follower ratings of leaders. The Journal of Social Psychology, 121: 111-115.

Carnevale, P.J., Pruitt, D.G., & Carrington, P.I. 1982. Effects of future dependence, liking, and repeated requests for help on helping behavior. Social Psychology Quarterly, 45: 9-14.

Smith, D.L., Pruitt, D.G., & Carnevale, P.J. 1982. Matching and mismatching: The effect of own limit, other's toughness, and time pressure on concession rate in negotiation. Journal of Personality and Social Psychology, 42: 876-883.

Carnevale, P.J., Pruitt, D.G., & Seilheimer, S. 1981. Looking and competing: Accountability and visual access in integrative bargaining. Journal of Personality and Social Psychology, 40: 111-120.

Kimmel, M., Pruitt, D.G., Magenau, J., Konar-Goldband, E., & Carnevale, P.J. 1980. The effects of trust, aspiration, and gender on negotiation tactics. Journal of Personality and Social Psychology, 38: 9-23.

Carnevale, P.J., Pruitt, D.G., & Britton, S.D. 1979. Looking tough: The negotiator under constituent surveillance. Personality and Social Psychology Bulletin, 5: 118-121.

Book Chapters / Other Articles

Carnevale, P.J. 2007. Theory of conflict in the workplace: Whence and whither. In The psychology of conflict and conflict management in organizations, edited by C.K.W. De Dreu & M.J. Gelfand. New York: Lawrence Erlbaum.

Kolb, D., & Carnevale, P.J. 2007. When dividing the pie, smart negotiators get creative. Negotiation: Harvard Program on Negotiation Newsletter, 10: 9-11.

Carnevale, P.J. 2006. Creativity in the outcomes of conflict. In Handbook of conflict resolution, 2nd Edition, edited by M. Deutsch, P.T. Coleman, & E.C. Marcus. San Francisco: Jossey-Bass.

Carnevale, P.J., & De Dreu, C.K.W. (2006). Motive: The negotiator’s raison d'être. In Leigh Thompson (Ed.), Frontiers of social psychology: Negotiation theory and research (pp. 55-76). New York: Psychology Press.

Carnevale, P.J. 2005. Psychological barriers to negotiation. In The Camp David Summit: What went wrong?, edited by Shimon Shamir & Bruce Maddy-Weitzman. Brighton: Sussex Academic Press.

Carnevale, P.J., Cha, Y.S., Wan, C., & Fraidin, S. 2004. Adaptive third parties in the cultural milieu. In Handbook of negotiation and culture, edited byM. Gelfand and J. Brett. Palo Alto: Stanford University Press.

Reprinted in L. Munduate & F.J. Medina (Eds) (2005), Conflicto , Negociación y Mediación [Conflict, Negotiation and Mediation]. Madrid:Pirámide.

Reprinted in D. Druckman & P. F. Diehl (Eds.) (2006), Conflict resolution (Sage Library of International Relations). London: Sage Publications.

Carnevale, P.J. 2002. Mediating from strength. In Studies in international mediation: Essays in honor of Jeffrey Z. Rubin, edited by J. Bercovitch. London, New York: Palgrave-MacMillan.

Carnevale, P.J., & Leung, K. 2001. Cultural dimensions of negotiation. In Blackwell handbook of social psychology, edited by M.A. Hogg & Tindale. Vol 3, Group processes: 482-496. Oxford, UK: Blackwell Publishers.

Reprinted in D. Druckman & P. F. Diehl (Eds.) (2006), Conflict resolution (Sage Library of International Relations). London: SAGE Publications.

Kramer, R.M., & Carnevale, P.J. 2001. Trust and intergroup negotiation. In Blackwell Handbook of Social Psychology, edited by R. Brown & S. Gaertner. Vol 4. Intergroup Relations: 431-450. Oxford, UK: Blackwell Publishers.

Carnevale, P.J. 2000. Negotiation. In Encyclopedia of psychology, edited by A.E. Kazdin. New York: Oxford University Press and American Psychological Association.

Carnevale, P.J., & Probst, T. 1997. Conflict on the internet. In Culture of the internet edited by S. Kiesler. Mawpah, New Jersey: Lawrence Erlbaum.

Carnevale, P.J., & Probst, T. 1997. Good news about competitive people. In Using conflict in organizations, edited by C.K.W. de Dreu & E. Van de Vliert. London: Sage.

Carnevale, P.J., & Arad, S. 1996. Bias and impartiality in international mediation. In Resolving international conflicts: The theory and practice of mediation, edited by J. Bercovitch. Boulder, CO: Lynne Rienner.

Carnevale, P.J. 1995. Property, culture, and negotiation. In Negotiation as a social process, edited by R. Kramer & D.M. Messick. Newbury Park, CA: Sage Publications.

Carnevale, P.J., O'Connor, K., & McCusker, C. 1993. Time pressure in negotiator and mediator decision making. In Time pressure and stress in human judgment and decision making, edited by O. Svenson & J. Maule. Cambridge: Cambridge University Press.

Carnevale, P.J. 1993. Negotiation. In Encyclopedia of human behavior, edited by V.S. Ramachandran. New York: Academic Press.

Komorita, S.S., & Carnevale, P.J. 1992. Motivational arousal vs. decision framing in social dilemmas. In A social psychological approach to social dilemmas, edited by W.B.G. Liebrand, D.M. Messick, & H.A.M. Wilke. New York: Pergamon Press.

Carnevale, P.J., & Keenan, P.A. 1991. The resolution of conflicts in organizations and collective bargaining. In The psychology of employment relations, edited by J. Hartley & G. Stephenson. London: Basil Blackwell.

Carnevale, P.J., Putnam, L., Conlon, D., & O'Connor, K. 1991. Effective behavior in community mediation. In Community mediation, edited by K. Duffy, P. Olczak, & J. Grosch. New York: Guilford Press.

Carnevale, P.J., & Hollingshead, A. 1991. Negotiating for your group. In Encyclopedia of human behavior, Vol. 13, edited by R. Brown. New York: Marshall Cavendish.

Carnevale, P.J., Conlon, D., Hanisch, K., & Harris, K. 1989. Experimental research on the strategic choice model of mediation. In Mediation research: The process and effectiveness of third party intervention, edited by K. Kressel & D.G. Pruitt. San Francisco: Jossey-Bass, Inc.

Carnevale, P.J., Lim, R., & McLaughlin, M. 1989. Contingent mediator behavior and its effectiveness. In Mediation research: The process and effectiveness of third party intervention, edited by K. Kressel & D.G. Pruitt. San Francisco: Jossey-Bass, Inc.

Carnevale, P.J., Harris, K., Idaszak, J., Henry, R., Wittmer, J., & Conlon, D. 1988. Modeling mediator behavior in experimental games. In Modeling bounded rational behavior in experimental games and markets, edited byR. Tietz, W. Albers, & R. Selton. New York: Springer-Verlag.

Carnevale, P.J. 1986. Mediating disputes and decisions in organizations. In Research on negotiation in organizations, Vol. 1., edited by R. Lewicki, B. Sheppard, & M. Bazerman. Greenwich, Connecticut: JAI Press.

Carnevale, P.J. 1985. Mediation of international disputes. In Applied social psychology annual, Vol. 6, edited by S. Oskamp. Beverly Hills: Sage.

Carnevale, P.J. 1985. Accountability of group representatives and intergroup relations. In Advances in group processes: Theory and research, Vol. 2, edited by E.J. Lawler. Greenwich, Connecticut: JAI Press.

Pruitt, D.G., Carnevale, P.J., Ben-Yoav, O., Nochajski, T.H., & Van Slyck, M.R. 1983. Incentives for cooperation in integrative bargaining. In Aspiration levels in bargaining and economic decision making, edited by R. Tietz. Berlin-Heidelberg-New York: Springer-Verlag.

Pruitt, D.G., & Carnevale, P.J. 1982. The development of integrative agreements. In Cooperation and helping behavior: Theories and research, edited by V. Derlega & J. Grzelak. New York: Academic Press.

Pruitt, D.G., Kimmel, M., Britton, S., Carnevale, P.J., Magenau, J., Peragallo, J., & Engram, P. 1978. The effect of accountability and surveillance on integrative bargaining. In Contributions to experimental economics Vol. 7, edited by H. Sauermann. Mohr: Tubingen.

 

Contact Information:
University of Southern California
Department of Management & Organization
Marshall School of Business
Office: HOH 620
Phone: (213) 740-2218
Fax: (213) 740-3582
Email: peter.carnevale@marshall.usc.edu
Web: http://www.marshall.usc.edu/mor