It has been shown that concession timing can influence a negotiator's satisfaction with and judgment of the negotiation partner, the quality of the object, and the agreed upon price (Kwon & Weingart, 2004). Study 1 tested whether the concession timing effect holds when a negotiator believes the...

This study investigates when integrative tactics are more effective to generate higher joint outcomes. We test whether (1) moral identity of negotiators and (2) the concurrent use of distributive tactics increase the effectiveness of integrative tactics on joint outcomes. The results show that...

It has been shown that concession timing can influence a negotiator's satisfaction with and judgment of the negotiation partner, the quality of the object, and the agreed upon price (Kwon & Weingart, 2000). This study tested whether the concession timing effect holds when a negotiator believes...