This study provides a sequential analysis of the bargaining interaction within and across two phases and examines how negotiators’ interaction goals influence both parties’ behavioral sequences over time, and their negotiation outcomes. Sixty-seven negotiation dyads (35 Chinese, 32...

The impact individual differences have on social interactions such as negotiations and group processes has been largely discounted and doubted by scholars in recent years (e.g., Bazerman, Curhan, Moore, & Valley, 2000; Davis-Blake & Pfeffer, 1989). For example, negotiation researchers have...