A growing body of research has started to examine how individuals from different countries may differ in their use of ethically questionable tactics during business negotiations. Whereas prior research focused on the main effect of the national culture or nationality of the negotiator, we add a...

In light of public examples of false denials, it is unsurprising that people's beliefs about denials often are negative. However, inconsistent with such beliefs, denials often are sincere, and can facilitate trust repair. We illuminate this mismatch by examining whether forecasting errors exist...

In two experiments we investigated the interpersonal effects of anger and disappointment in negotiations. Whereas previous research has focused on the informational inferences bargainers make following emotions, we emphasize the importance of the affective reactions to others’ emotions. Our...