This manuscript will appear as a "State of the Art" Commentary about turning points in...

A number of studies have shown that certain events that occur during a negotiation can...

Using a simulated two-party negotiation, we examined how trustworthiness and power balance affected deception. To...

Negotiation is a dynamic process in which negotiators change their strategies in response to each...

This paper is the introduction to a Special Issue of Group Decision and Negotiation, focusing...

Negotiators’ social motives (cooperative versus individualistic) influence their strategic behaviors. This study used multi-level modeling...

Using a simulated, two-party negotiation, we examined how characteristics of the actor, target, and situation...

This research examined how trust affected resource allocation in a 3-party negotiation. Negotiators were presented...

Using a bilateral negotiation, we examined the relationship between motivational orientation, cognitive maps and negotiators’...

Markov chain analysis provides a way to investigate how the communication processes in dyadic negotiations...

This research tested the relationships between turning points, cognitive and affective trust, and negotiation outcomes....

The examination of negotiation processes is seen by many researchers as an insurmountable task largely...

This entry into the Encyclopedia of Peace Psychology provides an overview of the application of...

This forthcoming entry in the Encyclopaedia of Peace Psychology provides an overview of trust in...

This entry into the Encyclopedia of Peace Psychology proveis an overview of cognitive factors that...

An increasingly popular topic in current research is how emotional expressions influence the course of...

Communication is central to the experience and management of conflict. It is through communication that...

Markov chain analysis provides a way to investigate how the communication processes in dyadic negotiations...

Social context shapes negotiators’ actions, including their willingness to act unethically. In this research, we...

Employment relationships are increasingly personalized, with more employment conditions open to negotiation. Although the intended...

Women who negotiate incur social backlash, being perceived as more pushy and demanding than women...

Using a simulated bilateral negotiation over several security issues, we test the relationship between crises...

Characterizing negotiations as a series of micro-exchanges directs attention to the conditional relationships between negotiators’...

A negotiation’s opening moments are characterized by high levels of uncertainty. During this phase, individuals...

In this chapter we examine how social stereotypes affect the perception of women who strive...

Representing negotiations as social exchanges highlights negotiators’ implicit obligations to honor exchanges and the risk...

Professional women earn less than their male counterparts and this salary gap largely results from...