The agreement trap occurs when negotiators reach deals that are inferior to their best alternative agreements. The paper extends prior negotiation research by investigating whether teams display greater wisdom than solos in knowing when to walk away from the negotiating table, and thereby avoid...

Two correlational studies tested whether personality differences in empathy and perspective taking differentially relate to disapproval of unethical negotiation strategies, such as lies and bribes. Across both studies, empathy, but not perspective taking, discouraged attacking opponents’...

In this article, we discuss the role of moral character in negotiation and identify open questions and promising directions for future scholars to explore. We advance research in this area by introducing a dyadic model of moral character in negotiation, which highlights the joint influence of...

Purpose – We consider the question of when teams are an asset at the negotiating table and when they are a liability. Methodology – We center our review on three key “empirical truths” about teams. First, teams are better than individuals at solving problems. Second, teams are more...

Purpose: We consider the question of when teams are an asset at the negotiating table and when they are a liability. Methodology: We center our review on three key “empirical truths” about teams. First, teams are better than individuals at solving problems. Second, teams are more...