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 …

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

We propose a new theoretical framework for understanding simultaneous trust and distrust
within relationships, grounded in assumptions of multidimensionality and the inherent …

The past decade has seen dramatic changes in the modern organization. New
organizational linkages, strategic alliances, partnerships, and joint ventures are being …

In a longitudinal study, we found that higher group performance was associated with a
particular pattern of conflict. Teams performing well were characterized by low but …

We investigate the psychological phenomenon of rivalry and propose that competition is
inherently relational, thus extending the literatures on competition between individuals …

In this study we develop a model of how diversity in positive affect (PA) among group
members influences individual attitudes, group processes, and group performance. We test …

Four studies support the development and validation of a framework for understanding the
range of social psychological outcomes valued subjectively as consequences of …

In a series of laboratory experiments, we tested the influence of strategically displaying
positive, negative, and neutral emotions on negotiation outcomes. In Experiment 1, a face-to …

We propose that face-to-face contact fosters the development of rapport and thereby helps
negotiators coordinate on mutually beneficial settlements in mixed-motive conflicts …