In this review, we identify emerging trends in negotiation scholarship that embrace
complexity, finding moderators of effects that were initially described as monolithic …

The meaning of success in conversation depends on people's goals. Often, individuals
pursue multiple goals simultaneously, such as establishing shared understanding, making a …

Although impasses are frequently experienced by negotiators, are featured in newspaper
articles, and are reflected in online searches and can be costly, negotiation scholarship …

Evolutionary social psychologists have demonstrated that powerholders generally attain and
maintain rank in social hierarchies through two distinct types of behaviors: associative …

When should negotiators care relatively more about their relationships with their
counterparts than about the deal terms? We introduce a new dimension to characterize …

Deception pervades negotiations and shapes both the negotiation process and outcomes. In
this article, we review recent scholarship investigating deception in negotiations. We offer an …

The usual purpose of negotiations is to explore options and reach an agreement, if possible.
We investigated a notable exception to this generalization, where a party negotiates without …

This article applies a new conflict resolution theory–False Readiness (fr)–to the Israeli-
Palestinian conflict and offers a theory-based explanation of the numerous failures to …

This study introduces a new theoretical concept,“false readiness”(FR), to fill a lacuna in
theories of conflict resolution (CR). Existing theories focus mostly on successful cases and …

Insincere negotiations involve at least one negotiator who deceptively professes the
objective of reaching an agreement, but has ulterior motives or who never intends to honor …