The tension that negotiators face between claiming and creating value is particularly apparent when exchanging offers. We tested whether presenting a choice among first offers (Multiple Equivalent Simultaneous Offers; MESOs) reduces this negotiator dilemma and increases economic and relational...

Previous research on coalition formation has argued that people exclude others to maximize their own payoff. However, the majority of this research has been conducted in settings where participants do not interact person-to-person or where they communicate through highly restricted means. We...

Two experiments explored the role of reference points in disconnecting objective and subjective utility in negotiations. Negotiators who focused on their target prices, the ideal outcome they could obtain, achieved objectively superior outcomes compared to negotiators who focused on a minimum...