Three studies contrasting Indian and American negotiators tested hypotheses derived from theory proposing why there are cultural differences in trust and how cultural differences in trust influence negotiation strategy. Study 1 (a survey) documented that Indian negotiators trust their...

Negotiation is back and forth communication. [1, p. 279]. Communication is ubiquitous, we communicate even if we do not want to or do not intend to communicate. Thus communication is unavoidable, so why not communicate successfully and achieve the managerial objective. We negotiate not only with...

There is little research investigating the effects of negotiator confidence levels on integrative bargaining performance. Yet, textbooks frequently warn negotiators of the overconfidence bias and urge them to reduce their confidence as a means of facilitating integrative performance. This study...