Do initial trustworthiness beliefs only have a short-term, temporary effect on one’s behavior and perceptions? Or might these initial beliefs have a lasting, robust effect that persists over time and in subsequent interactions? Trust development theories do not provide a consistent answer....

Strategic emotion can be used as a negotiation tactic to extract value from one's opponent. Previous research findings have found that the use of this tactic can influence not only the amount of value claimed, but post-negotiation behaviors. However, interacting with an opponent who possesses...

This study explores the roles of calibrated (annual vs. hourly wage) positions on negotiators' expected contentiousness and estimation of reservation price on negotiators' initial offers and final outcomes. In a distributive labor negotiation, we found negotiator determinations of reservation...

This paper analyzes the theoretical foundations for organizational disidentification and tests the validity of organizational disidentification in a structural equation model. Organizational disidentification is defined as "(1) a cognitive separation between one's identity and the identity of an...

The success of a negotiated agreement depends on implementation and implications for future exchange between the parties. This paper examines structural, affective and contractual factors that influence implementation behavior. Predictions derived from contract theory and recent negotiation...