Negotiation occurs whenever people cannot achieve their own goals without the cooperation of others. Our review highlights recent empirical research that investigates this ubiquitous social activity. We selectively review descriptive research emerging from social psychology and organizational...

The agreement trap occurs when negotiators reach deals that are inferior to their best alternative agreements. The paper extends prior negotiation research by investigating whether teams display greater wisdom than solos in knowing when to walk away from the negotiating table, and thereby avoid...