This Handbook combines a review of negotiation research with state-of-the-art commentary on the future of negotiation theory and research. -- Leading international scholars give insight into both the factors known to shape negotiation and the questions that we need to answer as we strive to...

The current study responds to recent calls by researchers to study the relational element in negotiations by examining how East Asian and North American negotiators convey relational cues using vocal paralanguage. Drawing upon the Involvement-Affective Model of relational messages, we posit...