We challenge the assumption that having multiple alternatives is always better than a single alternative by showing that negotiators who have additional, less attractive alternatives ironically exhibit downward-biased perceptions of their own and their opponent's reservation price, make lower...

The present research examined how intra- and inter-team discussions prior to negotiations affect negotiation processes and outcomes. A Pilot Study showed that intra-team discussions motivate negotiators to understand the underlying interests more deeply (i.e. epistemic motivation), whereas...

We examine how words within the first period of a conversation can predict agreement between conversation partners in multiparty and dyadic negotiations. In a computer-mediated environment, it was shown that linguistic mimicry increases the likelihood of agreement in a multiparty negotiation...