This first-of-its-kind study utilizes a dataset of over 1,000 negotiations from the television show Pawn Stars to analyze the role gender plays in negotiations. The results call into question commonly accepted beliefs about the negotiation gender gap. For example, most studies on the negotiation...

Women tend to face worse outcomes than men in negotiations, and this may partially explain the observed gender wage gap. Most prior work documenting the gender earnings gap in negotiations has focused on settings in which negotiations were conducted face-to-face. Given the prevalence of...

"Negotiation is much more than making a deal; it is a life skill. Negotiation: Making Deals, Managing Conflict, and Creating Value explores the theory and practice of negotiation while unpacking how to develop the head, heart, hand, and stomach of a successful negotiator. Authors Brad Winn and...

Mithilfe von Strategie, Taktik und Psychologie richtig verhandelnDie Everest-Methode© von Jörg Pfützenreuter und Thomas D. Veitengruber ist bei Konzernen und Mittelständlern gefragt. Seit Jahren coachen sie Ein- und Verkäufer:innen gleichermaßen und lassen die eine Seite in die Karten der...

Selling: fundamentals and modern practices -- Selling process: journey towards closing the deal -- Fundamental concepts, types and conceptual instruments of negotiation -- Styles, strategies and tactics of negotiation -- Negotiation process -- journey towards agreement, consensus and...

General Rationale -- How, when, and why do Negotiators Use Reference Points? A Qualitative Interview Study with Negotiation Practitioners -- When Control Does Not Pay Off: The Dilemma Between Trade-off Opportunities and Budget Restrictions in B2B Negotiations -- United we stand: A...

"From the world's leading expert on negotiation, an essential guide to negotiating in any situation-whether over Zoom, across political and cultural divides, or during a supply chain crisis. The world has changed dramatically in just the past few years-and so has the game of negotiation....

Introduction -- Entrepreneurial negotiation: A systematic literature review of a nascent research field -- Differences between habitual and novice entrepreneurs in funding negotiations -- Start-up funding negotiations with venture capitalists: understanding the behaviors and strategies of...

This study considers the "rational negotiator model" (homo - negotiator) as a new scientific logical standard for negotiation studies, and proposes axioms, definitions, and principles of the rational negotiator model that are essential for this purpose. In negotiation studies, it is common to...

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...

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...

"A successful business deal maximizes value for buyers and sellers alike. Drawing on diverse case studies and decades of experience, Michael Klausner and Guhan Subramanian show how contracting parties can reach that goal through rigorous attention to incentives, information asymmetries, exit...

Verlagsinfo: This dissertation examines the lack of clarity in the scientific literature regarding gender and negotiation performance. It is often claimed that men negotiate better than women, yet it is simultaneously emphasized that results strongly depend on context. Through the use of...

Most States today have significant experience negotiating bilateral investment treaties (BITs). States at all levels of economic development already have concluded nearly 3,000 BITs, in addition to some 400 other international investment agreements (IIAs). Although the pace of negotiations has...

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...

Negotiation skills are critical soft skills that remain pedagogically challenging. We propose a pedagogical approach for win-win negotiations within the framework of social exchange theory. We then examine the effectiveness of our approach by testing the impact of training on the negotiation...

שימוש בטכנולוגיות השונות לתקשורת בינאישית: הודעות טקסט, דואר אלקטרוני, אפליקציות, שיחות טלפון ושיחות ווידאו נע לאורך רצף עושר תקשורתי נמוך עד גבוהה. בהודעות טקסט...

Introduction -- Application of Data Mining Methods for Pattern Recognition in Negotiation Support Systems -- Advanced Maintenance of Data Richness in Business Communication Data – An Evaluation of Dimensionality Reduction Techniques -- Analytical Comparison of Clustering Techniques for the...

Vietnam has joined the globalization trend to make itself an inviting market for foreign investment. However, working with foreigners and expanding business abroad can be a risky venture. The diversity among business cultures frequently leads to confusion, misunderstandings, and failures in...

Basic concepts of game theory -- Examples of applied game theory -- Purchasing negotiations -- Data-based identification of collaborations between suppliers -- Application and limitations of game-theoretic procurement optimization. .

With this book, Hermann Rock provides time-structured core strategies for conducting negotiations that can be directly applied in practice. The author's expertise comes primarily from his own negotiations in the context of M&A transactions and shareholder agreements with managers, taking into...