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TETSUSHI OKUMURA

Faculty
Department of Business Administration
PositionProfessor
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Birthday
Last Updated :2020/05/20

Researcher Profile and Settings

Education

  •   1987 04  - 1990 03 , Waseda University, Graduate Schoo of Commerce
  •   1984 04  - 1986 03 , Waseda University

Association Memberships

  • European Association for Work and Organizational Psychology
  • International Association for Conflict Management
  • Academy of Management
  • Japan Society for Negotiation Studies

Academic & Professional Experience

  •   2020 04  - 現在, Toyo University, Faculty of Business Administration
  •   2016 04  - 2019 03 , Tokyo University of Science
  •   2006 04  - 2016 03 , Nagoya City University, Graduate School of Economics

Research Activities

Published Papers

  • Effective influence in negotiation: The role of culture and framing, Adair, W.L., Taylor, M., Chu, J., Ethier, N., Xiong, T., Okumura, T., Brett, J., International Studies of Management and Organization, International Studies of Management and Organization, 43, (4) , Refereed
  • Why "I'm Sorry" doesn't always translate, Maddux, W.W., Kim, P.H., Okumura, T., Brett, J.M., Harvard Business Review, Harvard Business Review, 90, (6) , Refereed
  • Cultural differences in the function and meaning of apologies, Maddux, W.W., Kim, P.H., Okumura, T., Brett, J.M., International Negotiation, International Negotiation, 16, (3) , Refereed
  • Intervening in Employee Disputes: How and When Will Managers from China, Japan and the USA Act Differently?, Brett, J.M., Tinsley, C.H., Shapiro, D.L., Okumura, T., Management and Organization Review, Management and Organization Review, 3, (2) , Refereed
  • Culture and negotiation strategy, Adair, W., Brett, J., Lempereur, A., Okumura, T., Shikhirev, P., Tinsley, C., Lytle, A., Negotiation Journal, Negotiation Journal, 20, (1) , Refereed
  • The importance of who you meet: Effects of self- versus other-concerns among negotiators in the United States, the People's Republic of China, and Japan, Chen, Y.-R., Mannix, E.A., Okumura, T., Journal of Experimental Social Psychology, Journal of Experimental Social Psychology, 39, (1) , Refereed
  • National cultural distance as liability of foreignness: The issue of level of analysis, Mezias, S.J., Chen, Y.-R., Murphy, P., Biaggio, A., Chuawanlee, W., Hui, H., Okumura, T., Starr, S., Journal of International Management, Journal of International Management, 8, (4) , Refereed
  • Cognitions and behavior in asymmetric social dilemmas: a comparison of two cultures., Wade-Benzoni, K.A., Okumura, T., Brett, J.M., Moore, D.A., Tenbrunsel, A.E., Bazerman, M.H., The Journal of applied psychology, The Journal of applied psychology, 87, (1) , Refereed
  • Negotiation behavior when cultures collide: the United States and Japan., Adair, W.L., Okumura, T., Brett, J.M., Journal of Applied Psychology, Journal of Applied Psychology, 86, (3) , Refereed
  • Inter- and intracultural negotiation: U.S. and Japanese negotiators, Brett, J.M., Okumura, T., Academy of Management Journal, Academy of Management Journal, 41, (5) , Refereed
  • Culture and joint gains in negotiation, Brett, J.M., Adair, W., Lempereur, A., Okumura, T., Shikhirev, P., Tinsley, C., Lytle, A., Negotiation Journal, Negotiation Journal, 14, (1) , Refereed

Books etc

  • Mediation leads the future
    信山社  2018
  • The First Move: A Negotiator's Companion
    単訳  2014
  • How to Negotiate Deals across Cultural Boundaries
    Jeanne M. Brett
    共著  2012 09
  • Predictable Surprises
    単訳  2011 12
  • Managing with Power
    単訳  2008

Works

  • A Cross-Cultural Understanding of the Role of Trust, Social Norms and Economic Context in Predicting Cooperation in Environmental Dilemmas, International Association for Conflict Management, Dublin, Arora, Okumura,, Scalone, Lopez, &, Hoeller
  • Attitudinal Structuring in Land Acquisition Process in Social Infrastructure Development
  • Applicability of the Interests, Rights, Power Model: How Negotiators Approach Land Acquisition and Compensation for Public Infrastructure Development in Japan
  • Theory and Practice on Conflict Management and Negotiation
  • Cognitive Biases and Dispute Resolution for the Involuntary Resettlement of Road Projects
  • Changes in Industrial Relations and its Consequences for Workers: The situation in Japan,
  • Teaching How to Use Offers to Glean Information about the Other Party's Preferences and Priorities (New Trends in Negotiation Teaching: Toward a Trans-Atlantic Netowork, Harvard Law School Program on Negotiation and ESSEC Institute for Research and Edu・・・, Teaching How to Use Offers to Glean Information about the Other Party's Preferences and Priorities (New Trends in Negotiation Teaching: Toward a Trans-Atlantic Netowork, Harvard Law School Program on Negotiation and ESSEC Institute for Research and Education on Negotiations in Europe発表論文)
  • Norms for Resolvind Disputes with a Third Party at the Table (International Association for Conflict Management発表論文)
  • Schema and Script in Cross-Cultural Negotiations (International Conference on Trade & Business Negotiation in East Asia, at Zhejiang Univ. China)発表論文
  • Third Party and Victim Reactions to Unfairness: Similar or Dissimilar, When, Why, and How? (Academy of Management発表論文)
  • Third Party Dispute Resolution Process, Outcome, and Justice in the US and japan (International Association for Conflict Management発表論文)
  • Leading Disputing Employees to Agreement: Does this Differ in Japan vs the US? (Academy of Management発表論文)
  • Dysfunction of Harmony (International Association for Conflict Management発表論文)
  • Third Party Intervention in US-Japan Disputes (Academy of Management発表論文)
  • Japanese Conflict Handling Styles: Etic and Emic Elements (Academy of Management発表論文)
  • The Distributive Outocomes of Cross Cultural Negotiations (Internationa Association for Conflict Management発表論文)
  • Effects of Aspiration and Self-Primacy Orientation in Dyadic Negotiation Context (Academy of Management発表論文)
  • Compatible Cultural Values and Schemas in US and Israel Negotiations: Implications for Joint Gains (Academy of Management発表論文)
  • Harvesting Behavior in Asymmetric Social Dilemmas: A Compariosn of Two Cultures (Academy of Management発表論文)
  • Conflict Management in Japanese Organizations (International Association for Conflict Management発表論文)
  • Culture and Negotiation Scripts (International Association for Conflict Management発表論文)
  • Culturally Linked Schema for Negotiation: How US and Japanese Intra-Cultural dyads Maximize Joint Gain (Acadmy of Management発表論文)
  • Culture and Joint Gains in Negotiation (International Association for Conflict Management発表論文)
  • Inter- and Intra-Cultural Negotiaton: US and Japanese Negotiator (Academy of Management発表論文)
  • Inter-Cultural Negotiation between US and Japanese Managers (International Association for Conflict Management発表論文)
  • How Reality is Cross-Culturally Negotiated in Corporate Alliances between Japan and US (International Association for Conflict Management発表論文)

Research Grants & Projects

  • negotiations, strategy, cross-cultural negotiation, dispute resolution, managerial behavior, organizational behavior, organizational innovation, The Other Research Programs
  • Managerial Behavior and Negotiation Skill, The Other Research Programs
  • Cross-Cultural Negotiation, The Other Research Programs