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

Financial reporting quality can benefit from companies and auditors using artificial
intelligence (AI) in complex and subjective financial reporting areas. However, benefits will …

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 …

This study compares auditors' and chief financial officers' pre‐negotiation judgments and
considers the potential differential impact the end of the audit (deadline pressure) has on …

Does making the first offer increase or impair a negotiator's outcomes? Past research has
found evidence supporting both claims. To reconcile these contradictory findings, we …

As service robots become increasingly autonomous and follow their own task-related goals,
human-robot conflicts seem inevitable, especially in shared spaces. Goal conflicts can arise …

We challenge the assumption that having multiple alternatives is always better than a single
alternative by showing that negotiators who have additional alternatives ironically exhibit …

This study provides first empirical results on entrepreneurs' negotiation behavior. In a series
of negotiation tasks, we compare persuasive behaviors and negotiation outcomes of …

We use a field experiment to evaluate the impacts of two price negotiation tactics on buyers'
bargaining payoffs in a marketplace where face-to-face haggling determines price and …