Principal-agent research often describes a dichotomous choice between direct and representative negotiation. The result is a list of independent context specific contingencies that provide principals with little guidance when considering whether it is appropriate to appoint a negotiation agent....

A demurral is a verbal or physical display of shock, disgust, or disbelief made immediately in response to an opening offer. This study investigated the impact of immediately demurring in response to a counterpart's opening offer in an integrative bargaining task. The results indicate that...