the existing gap between negotiation theory and pedagogy and presents an experiential teaching tool that closes this gap …. The tool is a 'serious game' (Abt, 1975) that reinforces all four core negotiation subprocesses while allowing students to … practice their negotiation skills and several critical business competencies in a realistic and improvisational context. Design …

how different power allocations affect the negotiation success. We learn that an increase in issue authority for one of … negotiation power, rather than systematically improving mutual utilities. This article contributes to Emerson's power … prospective function of gender role orientation in explaining gender differences in negotiation. The theoretical contribution is …