This archeology of negotiation engages us in a philosophical questioning. It explores remote thoughts, in time and … places. First, it explores a short history of Western philosophy that echoes negotiation. Second, it uncovers some less known … history of negotiation theory, this time anchored in French classical texts. These two apparent diversions aim at enriching …

' and clients' preferences for distributive negotiation strategies in an economic setting where negotiations may fail even … if a common negotiation range exists. The analysis reveals that managers prefer a contending negotiation strategy even … under uncertainty and are thus less threatened by the possibility of a temporary negotiation failure than auditors. In …

in the workplace, we examine the extent of the gender earnings gap in virtual settings where negotiation is required … gender differences in negotiation outcomes. When the architecture reveals gender (i.e., through image or voice), women earn 5 …