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

Whether in everyday disagreements, bargaining episodes, or high‐stakes disputes, people
typically see a spectrum of possible responses to dealing with differences with others …

Anchoring, the biasing of estimates toward a previously considered value, is a long-standing
and oft-studied phenomenon in consumer research. However, most anchoring work has …

How much should you talk, pause, or interrupt your counterpart in negotiations? The present
research zooms out on the macrostructure of negotiation conversations to examine how …

We outline a framework for the empirical analysis of signaling games based on three
features: sorting, incentive compatibility, and beliefs. We apply it to document cheap-talk …

We study dynamic unstructured bargaining with deadlines and one-sided private information
about the amount available to share (the “pie size”). Using mechanism design theory, we …

Method One hundred eighty-seven undergraduates volunteered for this study. Participants
read 10 questions about the lengths of rivers and heights of mountains—each ostensibly …

When entering into a negotiation, individuals have the choice to enact a variety of
communication styles. We test the differential impact of being “warm and friendly” versus …

Past research has suggested a fundamental principle of price precision: The more precise
an opening price, the more it anchors counteroffers. The present research challenges this …

Food waste has become a pressing problem in the world, leading to a range of economic,
social, and environmental issues. As a result, there are increasing calls to develop effective …