. Design/methodology/approach - Drawing on face theory and social role theory, the authors conduct a negotiation experiment and … negotiated outcomes in both distributive and integrative negotiations. The authors also use moderated regression to test if … gender moderates the relationship between buyer and seller FTS and negotiation outcomes. Findings - Results show that, when …

This research investigates the relation of personality metatraits and negotiation styles, and the role of negotiation … self-efficacy in it. This study was interviewed of Russians with negotiation background at the extractive industry (N=119 …). Participants were given Thomas-Kilmann questionnaire, CPM-Q personality questionnaire and negotiation self-efficacy questionnaire …

products company to study the influence of small gifts on the outcome of business negotiations. We find that small gifts matter … of their negotiations. However, we also find that small gifts tend to be counterproductive when purchasing and sales …

products company to study the influence of small gifts on the outcome of business negotiations. We find that small gifts matter … of their negotiations. However, we also find that small gifts tend to be counterproductive when purchasing and sales …

to study the influence of small gifts on the outcome of business negotiations. We find that small gifts matter. On … their negotiations. However, we also find that small gifts tend to be counterproductive when purchasing and sales agents …