’s own interests, but a second objective in most negotiations is to maintain a good relationship with the other. When …

of negotiations. They are useful in predicting the negotiation outcome in a limited way, because the result of the … relationship between the dynamics of negotiation process and the outcome of the negotiations …

In this study we investigate real-life business negotiations conducted in the Turkish financial sector. We collected 6 … narrated negotiation cases, and analyzed the outcomes of negotiations on the basis of distributive and integrative divide, and …, bargaining styles, and the outcomes of negotiations. The findings showed that, almost in all cases, negotiations ended with …

awareness, and enhanced the exchange of information on interests and priorities in two-party negotiations …

negotiations in which newly assimilated group members negotiate against members of their previous organizational groups. The …

goals, studies demonstrate that setting specific, optimistic and justifiable aspirations result in negotiations that … accomplish more of what the negotiator wants. The role of aspirations and their importance to successful negotiations should …