The first part of this paper traces a short history of the psychological study of negotiation.
Although negotiation was an active research topic within social psychology in the 1960s and …

Two people in an interdependent decision-making situation may have compatible interests;
however, they often fail to realize this and settle on an outcome less favorable to both parties …

Employees' beliefs about technological change, their “digital mindsets,” are likely to
influence their engagement in, or withdrawal from, their company's digital transformation …

This book explores the major concepts and theories of the psychology of bargaining and
negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. It is …

Now available in paperback, this two-volume work is intended to help readers develop
powerful new ways of thinking about organizational principles, and apply them to policy …

It explores the major concepts and theories of the psychology of bargaining and negotiation,
and the dynamics of interpersonal and inter-group conflict and its resolution. Twelve of the …

Research on selective exposure to information consistently shows that, after having made a
decision, people prefer supporting over conflicting information. However, in all of these …

Trust expectations, information quantity shared, the climate of trust, and negotiated
outcomes were investigated. Initial trust expectation was manipulated, and participants …

In this study, we propose that culture provides scripts and schemas for negotiation. The
implications for negotiation of two cultural values, individualism/collectivism and hierarchy …

Research on time pressure (TP) in negotiation has considered strategic choice (demands
and concession making) but largely ignored information processing. Based on Lay …