Established as the foremost textbook on communication, the seventh edition of Owen
Hargie's Skilled Interpersonal Communication is thoroughly revised and updated with the …

This meta-analysis investigates the existence of a potential buyer advantage in economic
outcomes of sales negotiations, ie, greater mean buyer profit than seller profit. Role theory …

For the past two decades, negotiation research has established a first‐mover advantage
based on the anchoring and adjustment heuristic. Negotiation scholars have argued that first …

The literature on behavioral decision-making and negotiations to date usually advocates first-
mover advantage in distributive negotiations, and bases this preference on the anchoring …

Training negotiation is difficult because it is a complex, dynamic activity that involves
multiple parties. It is often not clear how to create situations in which students can practice …

The wording negotiators use shapes the emotions of their counterparts. These emotions, in
turn, influence their counterparts' economic decisions. Building on this rationale, we …

Four experiments and a pilot study (with online workers or HR specialists) explored the
psychological and economic consequences of high (but not extreme) demands in salary …

Purpose This study aims to examine how the fear of appearing incompetent (FAI) and
competency pressure relates to negotiation tactics and subjective perceptions in a …

There is a wide consensus that first offers have a significant impact on negotiation outcomes
by causing an anchoring effect. Many aspects of first offers have been analyzed, including …

Purpose The purpose of this paper is to argue that the adaptation of the principled
negotiation approach within organizations demonstrates similarities with the adaptation of …