This chapter extends research on strategic display of emotions (Kopelman, Rosette, & Thompson, 2006) and investigates how negotiators can optimize both relational and economic outcomes through strategic response to displayed emotions. First, we consider what information can be gained from...

The strategic use of threats in negotiations does not always result in the intended outcome for the threatener. While the threatener may seek to highlight his or her power for the purpose of influencing the behaviour of the target, and subsequently improving his or her negotiated outcome,...

The proposed research investigates how individual differences in the negotiation of conflicting social identities within the self impacts behavior in negotiations. We argue that gender and professional identities can be experienced as more or less integrated, and that the subjective experienced...