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...

I invoke active listening and draw on models of procedural and interpersonal fairness perceptions, perceived organizational support, and organizational prosocial behaviors to articulate and test a model of negotiator willingness to engage in exploitative and prosocial negotiation behaviors....

The authors address the longstanding mystery of individual differences in negotiation performance. Using Kenny’s (1994) Social Relations Model to examine the role of individual consistency in this dyadic process, analyses showed 52% of the variance in performance resulted from individual...

The potential implication of creativity upon negotiation remains to date ill researched. The aim of this study is to fill this gap by examining if creative negotiators are able to achieve more successful outcomes in a negotiation context with integrative potential. As such we want to contribute...

We report the first ultimatum game experiment with bargaining over waiting time. The experiment was created to avoid effects of windfall gains. In contrast to donated money, time is not endowed by the experimenter and implies a natural loss to the subjects. This allows for a better measurement...

While most existing theoretical and experimental literatures focus on how a high probability of repeated play can lead to more socially efficient outcomes (for instance, using the result that cooperation is possible in a repeated prisoner's dilemma), this paper focuses on the detrimental effects...

Bargaining is about how to split a pie between two persons. This paper reveals the inconsistency of the Rubinstein (1982) bargaining model. Its algebra is not correctly reflected by his Edgeworth box. Although an Edgeworth box guarantees complete exhaustion of the resource, it contains two pies....