Researchers long have assumed that negotiators give priority to economic outcomes over relational outcomes such as satisfaction with negotiation process and desire for future interactions with the counterpart. However the relational structure of a negotiation may be more or less attended to...

A framework for anticipating and managing cultural differences at the negotiating tableIn today's global environment, negotiators who understand cultural differences and negotiation fundamentals have a decided advantage at the bargaining table. This thoroughly revised and updated edition of...

We propose that cultural values (self-enhancement, self-transcendence, conservatism, and openness to change) provide a social environment where some negotiation strategies are selected to survive over others. These selected negotiation strategies become normative. Results from a negotiation...

The 2008 election highlighted a dilemma often faced by women in the professional world - a double bind between being perceived as competent or as likeable. Both qualities are imperative for success but the incongruity of normative female roles (warm, nurturing) with characteristics perceived...

This article discusses the phenomenon of female leadership and the dual roles associated with female leaders in the United States by examining statistics concerning women in leadership roles and coverage of the 2008 Presidential election. It goes on to explore situations when women leaders may...