it really to your advantage to have a reputation as one of the junkyard dogs of negotiation? The authors approach the … question from three very different starting points. Tinsley summarizes the research on reputation in controlled settings …. Schneider turns to real-life reputations of lawyers in action. Finally, Cambria shows how the life-and-death negotiations which …

.” But is it really to your advantage to have a reputation as one of the junkyard dogs of negotiation? The authors approach … the question from three very different starting points. Tinsley summarizes the research on reputation in controlled …-and-death negotiations which characterize the word of the New York Police Department’s Hostage Negotiation Team have led to a new …

We conduct a series of laboratory experiments to understand what role commitment and reputation play in bargaining. The …