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

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

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

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

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

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

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

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

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

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

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

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

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

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...

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

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...

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

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

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

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

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

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

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

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

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

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