Organizational scholars have systematically studied the negotiation process to guide the development of general descriptive and prescriptive theory. We examine whether these theories sufficiently address the entire process, comprising the planning, bargaining, and implementation phases. We do so...

A central negotiation concern is understanding what parties want. Yet negotiators commonly fail to recognize and use either information regarding their own interests or the interests of other parties, perhaps in part due to the information dilemma implied by negotiation being a mixed-motive...

Linking sociological theories of vocabularies and institutions with Neo-Whorfian perspectives from cognitive science, this paper develops a theoretical framework and propositions on how specialized vocabularies structure cognition and action in organizations. We propose that vocabularies of...