We often assume that strategic negotiation requires us to wall off vulnerable parts of ourselves and act rationally to win. But, what if you could just be you in business? Taking a positive approach, this brief distills years of research, teaching, and coaching into an integrated framework for...

Emotions play an important role in coordinating social interaction in general, and conflict and negotiation in particular. In the last decade, traditional research on the intrapersonal effects of emotions has been complemented by a growing focus on interpersonal effects. Emotions that a...

This paper adopts a positive organizational scholarship lens to examine negotiation theory. Whether focusing on cognitive or social processes, the basic assumptions of most negotiation research are drawn from social exchange theory (Blau, 1964; Emerson, 1976; Homans, 1958; Thibaut & Kelley, 1959), which...

Adopting a theoretical model of expertise, this paper integrates the nascent literature on emotion in negotiation with the learning sciences literature to suggest how emotion management expertise can be developed. Emotion management expertise requires a negotiator to develop heightened...

This research examined how culture influences the effectiveness of the strategic displays of emotions in negotiations.We predicted that in cross-cultural negotiation settings, East Asian negotiators who highly regarded cultural values that are consistent with communicating respect as humility...

This research examines the role of power in negotiation from the perspective of Construal Level Theory (CLT; Liberman & Trope, 1998). Elevated power increases the psychological distance one feels from others, and should therefore lead, according to CLT, to more abstract information processing....

This study adopted a contextual framework to examine whether an interaction between group culture and economic power influences self-interest in a simulated commons dilemma. Full-time managers enrolled in executive MBA programs in Germany, Hong Kong, Israel, and the United States (U.S.) made...