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Serrano, Roberto; Kunimoto, Takashi - 2002

We show the robustness of the Walrasian result obtained in models of bargaining in pairwise meetings. Restricting trade to take place only in pairs, most of the assumptions made in the literature are dispensed with. These include assumptions on preferences (differentiability, monotonicity,...

Persistent link: https://www.econbiz.de/10014116973

Negotiation Via Text Messaging

Ebner, Noam - 2018

“Never!” That’s the typical reply, says the author, when he queries a negotiator about negotiating through text messages. Not so fast, Ebner says — look closely at how your day goes and how your various forms of communication fit together, and you may well find yourself already handling...

Persistent link: https://www.econbiz.de/10014117017

Honest Abe or Doc Holliday? Bluffing in Bargaining

DeAngelo, Gregory; McCannon, Bryan - 2018

We consider a bargaining environment where there is asymmetric information regarding whether the two players have common or conflicting preferences. If the cost of strategic communication is independent of the state, then signaling is not expected to be effective. If the uninformed agent...

Persistent link: https://www.econbiz.de/10014117231

Taming the Jungle of Negotiation Theories

Lande, John - 2017

To identify the range of issues covered in negotiation theory, this chapter surveys negotiation texts from various disciplines including law, business, economics, labor, international relations, and social sciences. This chapter demonstrates that, although there is considerable overlap between...

Persistent link: https://www.econbiz.de/10014117652

Interregional Negotiations and Strategic Delegation Under Government Subsidy Schemes

Shinohara, Ryusuke - 2019

We examine whether the strategic delegation problem in interregional negotiations can be solved by a governmental …

Persistent link: https://www.econbiz.de/10014118730

The Effects of Negotiator Confidence on Integrative Bargaining : Bandura at the Negotiation Table

Kass, Edward Eli - 2002

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...

Persistent link: https://www.econbiz.de/10014119013

Neither Strategic Nor Selfish : Individualistic Negotiators and Their Behavior Over Time

Kern, Mary (Molly) C.; Brett, Jeanne M.; Weingart, Laurie R. - 2010

Individualistically-oriented negotiators do worse than cooperatively-oriented negotiators, even when they are engaging in similar behaviors. This paper proposes and test hypotheses about negotiators' motivations and their behaviors in a repeated measures design. Individualistic negotiators...

Persistent link: https://www.econbiz.de/10014119017

Bluffs, Lies, and Consequences : A Reconceptualization of Bluffing in Buyer-Supplier Negotiations

Kaufmann, Lutz; Rottenburger, Jörg; Carter, Craig; … - 2017

Business negotiations constitute a key element of supply chain interactions that can create additional value for both … the buyer and supplier. However, negotiations can also render the parties vulnerable to deception. While a large body of … willing to engage in further negotiations with the bluffer while targets of lies experience high degrees of anger directed at …

Persistent link: https://www.econbiz.de/10014119134

Does Mutual Gains Bargaining Affect Negotiator's Power? : Practitioners' Perceptions of the Affect of Mutual Gains Bargaining on Their Power in Labor/Management Negotiations

Conry, Terry; Hale, Claudia L. - 2002

Power is a concept that is frequently used in discussing the negotiations process. Scholars have characterized power as … the context of mutual gains bargaining to determine if an integrative negotiations process affects power in the labor …/management negotiations process. Trust is a central issue in mutual gains labor negotiations. Practitioners surveyed in this study report on …

Persistent link: https://www.econbiz.de/10014119143

Negotiation via Videoconferencing

Ebner, Noam - 2020

find themselves, routinely, in face-to-face negotiations with via videoconferencing. The social effects go far beyond …

Persistent link: https://www.econbiz.de/10014119588