Purpose Based on Behavioral Theory of Negotiations (Walton & McKersie, 1965), the purpose of this paper is to discuss the existing gap between negotiation theory and pedagogy and presents an experiential teaching tool that closes this gap. The tool is a 'serious game' (Abt, 1975) that reinforces...

Plastic pollution is one of the greatest environmental challenges of our time and threatens our ability to implement United Nations Sustainable Development Goals. Plastic production, use and consumption is also a major contributor to climate change. There have even been calls in the past for...

We investigate negotiations over real estate and find that men secure better prices than women when negotiating to buy and sell property. However, the gender difference declines substantially when improving controls for the property’s value; and is eliminated when controlling for unobserved...

We investigate compensation design in tight labor markets. With private information about firm productivity, firms prefer competing for workers by raising fixed wages. However, workers in better bargaining positions often prefer negotiating for higher bonuses or option pay. We characterize when...

This study focuses on the intersection of power and gender in negotiations, which is seldom challenged in previous research. In an experiment with 72 negotiators, we consider issue authority as a proxy of power in negotiations and investigate how different power allocations affect the...

Chapter 1. China Strategic Analysis -- Chapter 2. China and Negotiations -- Chapter 3. China Market Environment -- Chapter 4. China Market Entry -- Chapter 5. China Cultural Environment -- Chapter 6. China and Guanxi -- Chapter 7. China Ethics -- Chapter 8. China Contract Drafting and Dispute...

How Women Can Get What They Want in a Negotiation : five strategies for success /by Suzanne de Janasz and Beth Cabrera --Understanding the Negotiation Process : do your homework and prepare for back-and-forth /a conversation with Marisa Mauro and Ashleigh Shelby Rosette --Stop Overlooking...

Purpose - Face threat sensitivity (FTS) has been found to influence objective negotiated outcomes when the threat to face is activated. The purpose of this study is to extend that research by testing whether FTS - which is defined as a propensity to act - is associated with the outcomes of...

Artists have always loved to hate the art market. They want to sell their work, but only on their own terms. Unfortunately, they usually lack the means to explain what they want and why they want it. But in 1971, two associates of a self-styled “Art Workers Coalition,” Seth Siegelaub and...

Private equity fund agreements have been criticized for failing to protect investors from exploitation by fund managers. One defense frequently used by the industry has been to invoke what I call the private equity negotiation myth, which claims that because fund agreements are highly...

Introduction to the case book / Dr. Thorsten Reiter -- The acquisition of Whole Foods Inc. by Amazon / Charles-Armand Roger Sollberger Solari, Piotr Wojtaszewski and Sandra Frei -- Negotiation of the Iran nuclear deal / Irena Marina, Julien Petat and Adrian Budac -- The Air France strikes /...

Introduction to the case book / Dr. Thorsten Reiter -- The acquisition of Whole Foods Inc. by Amazon / Charles-Armand Roger Sollberger Solari, Piotr Wojtaszewski and Sandra Frei -- Negotiation of the Iran nuclear deal / Irena Marina, Julien Petat and Adrian Budac -- The Air France strikes /...

Negotiation concepts -- Conducting and preparing for negotiations.-Best-in-class negotiation -- Appropriate negotiation tools -- Nonverbal communication analysis techniques -- Negotiating in an international context -- Negotiating in the face of financial difficulties and the threat of...

Umkämpfte Märkte, steigende Kundenanforderungen und hoher Kostendruck stellen die strategische Ausrichtung aller Unternehmensbereiche auf den Prüfstand. Eine intelligente und nachhaltige Preisstrategie sowie effiziente Preisverhandlungen mit Lieferanten und Dienstleistern sind dabei...

Despite the importance of negotiations in companies and their contribution to strategic corporate planning, researchers have not yet focused on assessing the development of negotiations in the future. To broaden the field of futures research in negotiations and to provide empirical guidance...

Negotiating skills are among the most important skills in managing organizational challenges in today's highly competitive and rapidly changing business environments. Although the negotiation process has been a challenging area of research, it often fails to take into account the use of certain...

This paper presents evidence from a large-scale study on gender differences in expected wages before labor market entry. Based on data for over 15,000 students, we document a significant and large gender gap in wage expectations that closely resembles actual wage differences, prevails across...

This paper presents evidence from a large-scale study on gender differences in expected wages before labor market entry. Based on data for over 15,000 students, we document a significant and large gender gap in wage expectations that closely resembles actual wage differences, prevails across...

Empirical studies have documented large pre-bid target stock price runups, suggesting significant effects of target stock market on mergers and acquisitions (M&A) outcomes. To understand such effects, we develop an informational feedback model in which a target learns from its stock price about...

We consider bilateral non-cooperative bargaining on the division of a surplus. Compared to the canonical bargaining game in the tradition of Rubinstein, we introduce additional sources of friction into the bargaining process: Implementation of an agreement and consumption of the surplus can only...

Diese Dissertation befasst sich mit dem Thema einer Expansion nach Afrika und beleuchtet alle polydimensionalen Transaktionen, die hinsichtlich der Auswahl möglicher afrikanischer Potenzialmärkte, adäquater Expansionsstrategien und lokalem Verhandlungsmanagement notwendig sind. Die...