We define negotiation mentality as a negotiator's general understanding and belief about the nature, context, and effective approaches of negotiation. In a comprehensive cross-cultural study, we investigate the etic and emic features of negotiators' mentality. We theorize that how an individual...

We collected a sample of 167 employees from the travel agency industry in Taiwan a few weeks after a tragic incident that involved the loss of twenty-two individuals from two travel groups due to large-scale landslides. We predicted, and found, that the more the respondents empathized with the...