Principal-agent research often describes a dichotomous choice between direct and representative negotiation. The result is a list of independent context specific contingencies that provide principals with little guidance when considering whether it is appropriate to appoint a negotiation agent....

Success in negotiations is largely a function of negotiators' goals. Nevertheless, little research has addressed how negotiators set their own goals. This paper proposes that negotiators' goal setting processes and success in negotiations is influenced, at least in part, by their regulatory...

A demurral is a verbal or physical display of shock, disgust, or disbelief made immediately in response to an opening offer. This study investigated the impact of immediately demurring in response to a counterpart's opening offer in an integrative bargaining task. The results indicate that...