Purpose: This paper aims to offer a new theory of “inventive negotiation” as a useful alternative to the outdated thinking of the past century. Design/methodology/approach: The literature is reviewed, and a series of stories is used to bolster a new understanding. Findings: The paper is a...

The universality of a problem-solving model of business negotiations is explored using 700 business people from 11 cultures as participants in a bargaining simulation. Both theoretical and measurement issues are considered using structural equations and partial least squares as the primary data...

This study extends our understanding of the effects of gender on both pricing behavior and owner income by examining both relationships in an experimental simulation involving owners of veterinary practices. Consistent with prior research, women owners are found to employ "compassionate pricing"...

Data from a laboratory experiment involving Japanese and American business people are analyzed using a structural equation model. Measures of the process of marketing negotiations (e.g., social influence strategies, etc.) are found to mediate the influence of cultural variation of the parties...