Researchers long have assumed that negotiators give priority to economic outcomes over relational outcomes such as satisfaction with negotiation process and desire for future interactions with the counterpart. However the relational structure of a negotiation may be more or less attended to...

Hypotheses based on e-mail features and cultural norms predicted differences in the use of aggressive opening offers and individual gains between Hong Kong Chinese and U.S. negotiators. Study 1 examined intra-cultural negotiations and Study 2 investigated inter-cultural negotiations. Taken...