This study examines the effect trust and respect has on the strategies used to negotiate, as well as the outcomes of that negotiation for dyads engaged in a complex bargaining task. Trust is the degree to which people believe in the honesty and benevolence of their opponents, while respect is...

Individualistically-oriented negotiators do worse than cooperatively-oriented negotiators, even when they are engaging in similar behaviors. This paper proposes and test hypotheses about negotiators' motivations and their behaviors in a repeated measures design. Individualistic negotiators...

Negotiating groups composed of 4 members with different social motives were examined to determine the impact of social motive composition on negotiation behavior. Theories of negotiation, experimental games, and group altruism were used to develop hypotheses regarding how social motive...

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...

Purpose – The purpose of this chapter is to introduce new methods to behavioral research on group negotiation. Design/methodology/approach – We describe three techniques from the field of Machine Learning and discuss their possible application to modeling dynamic processes in group...

Negotiation is a process through which two or more parties who disagree or are in conflict seek to reach agreement. In this article, we argue that the process of resolving such conflicts is an adaptive one, in which the actions taken by negotiators play a critical role. To fully understand how...