it really to your advantage to have a reputation as one of the junkyard dogs of negotiation? The authors approach the … question from three very different starting points. Tinsley summarizes the research on reputation in controlled settings …. Schneider turns to real-life reputations of lawyers in action. Finally, Cambria shows how the life-and-death negotiations which …

.” But is it really to your advantage to have a reputation as one of the junkyard dogs of negotiation? The authors approach … the question from three very different starting points. Tinsley summarizes the research on reputation in controlled …-and-death negotiations which characterize the word of the New York Police Department’s Hostage Negotiation Team have led to a new …

Although reputation is claimed to be a potential source of power in a negotiation, it is one of the most under … researched aspects of the bargaining process. This paper extends current understanding of reputation in negotiation by presenting … a model that explains the construction process of reputation in the negotiation context. We review extant research …