Purpose – Negotiations can be stressful, yet are unavoidable in many organizations. Members of organizational workgroups for instance need to negotiate about issues such as task division and different ideas on how to complete a project. Until recently little research effort has been directed...

Purpose – The purpose of this chapter is to introduce new methods to behavioral research on group negotiation. Design/methodology/approach – We describe three techniques from the field of Machine Learning and discuss their possible application to modeling dynamic processes in group...

Purpose – Past research on emotions in negotiation has focused primarily on the impact of the emotional state of one negotiator in a negotiation. We focus instead on the group emotional tone of the negotiation, defined as the joint emotional experience of all negotiators in the negotiation....

Purpose – Recent research has highlighted the importance of individuals' beliefs regarding the malleability or fixedness of negotiator characteristics as key determinants of negotiation processes and performance. In this chapter, we examine how these implicit negotiation beliefs affect...

Purpose – Although extensive research shows that power affects negotiator performance, few efforts have been made to investigate how status conflict among negotiators affects negotiation. This chapter addresses this limitation and explores the question that when groups experience status...

Purpose – This chapter proposes a theoretical framework – the Conflict Templates Model – that depicts how people conceptualize their outcome interdependence in conflict and negotiation situations. We focus on perceptions of outcome interdependence in dyadic conflicts, with a particular...