The aim of this paper is to apply the insights of recent research on routine in the context of repeated negotiations … respectively. We introduce the concept of a critical skill set and argue that in repeated negotiations, it can be reduced to the …

negotiated outcomes in both distributive and integrative negotiations. The authors also use moderated regression to test if …

had less interest in future negotiations than candidates in the face-to-face condition, F (1,36) = 5.5, p <0.05. These … not the recruiters? Looking at the content of the negotiations, we saw that recruiters communicated differently in the two …’s interest in future negotiations with that person. We will discuss how a negotiator's role and the type of media used for that …