This research proposes and evaluates hypotheses about patterns of communication in a
multi‐party, multi‐issue negotiation. Data were from 36 four‐person groups. We found that …

With the approach of the new millennium, a primary focus in software engineering involves
issues relating to upgrading, migrating, and evolving existing software systems. In this …

This paper tests the fit of three models of integrative and distributive bargaining using eight
hostage negotiation transcripts. Putnam (1990) argues that integrative and distributive …

Research on competitive dynamics and hypercompetition has demonstrated the importance
of firm competitive actions for disrupting industry positions and gaining competitive …

This research examined the relationship between Linguistic Style Matching (LSM)—the
degree to which negotiators coordinate their word use—and negotiation outcome. Nine …

2• INTRODUCTION the roles of communication in conflict as a variable, a process, an
interpretation or meaning, and a dialectical relationship. Finally it sets forth some options for …

This article integrates existing theoretical perspectives on message content and negotiator
motivation to formulate a comprehensive definitional model of the interrelationships among …

Although definitions of negotiation vary in their form and content, one thing many have in
common is a focus on negotiation as a process. For example, Lax and Sebenius (1986) …

Negotiation is the most important skill anyone in the business world can have today,
because people must continually negotiate their jobs, responsibilities, and opportunities. Yet …

Negotiation is a dynamic process in which negotiators change their strategies in response to
each other. We believe mutual adaptation is best conceptualized as an emergent process …