This study explores the roles of calibrated (annual vs. hourly wage) positions on negotiators' expected contentiousness and estimation of reservation price on negotiators' initial offers and final outcomes. In a distributive labor negotiation, we found negotiator determinations of reservation...

In this paper, we have endeavored to integrate the literature on psychological contracts with the literature on contingent work arrangements. After reviewing previous work on contingent employment, we illustrate how the dimensions of psychological contracts (stability, scope, tangibility, focus,...

This paper explores how power and gender influence the acceptability of potentially questionable negotiation tactics. We tested conflicting hypotheses to explore whether power corrupts or ennobles, and whether or not the power holder's sex moderates this relationship. Using tactics from the SINS...

The paper analyzes on the cultural dimension of universalism vs. particularism as how people solve problems facing conflicting social norms of rules and of relationships. We argue that universalism versus particularism is personal values. Following Jackson (1966), the values should be measured...

Strategic emotion can be used as a negotiation tactic to extract value from one's opponent. Previous research findings have found that the use of this tactic can influence not only the amount of value claimed, but post-negotiation behaviors. However, interacting with an opponent who possesses...

Do initial trustworthiness beliefs only have a short-term, temporary effect on one’s behavior and perceptions? Or might these initial beliefs have a lasting, robust effect that persists over time and in subsequent interactions? Trust development theories do not provide a consistent answer....