This study explores the roles of calibrated (annual vs. hourly wage) positions on negotiators' expected contentiousness and estimation of reservation price on negotiators' initial offers and final outcomes. In a distributive labor negotiation, we found negotiator determinations of reservation...

While previous studies have provided support that norms around or frequencies of tactics are related both to cultural values and to negotiated outcomes (Adair, Brett, Lempereur, Okumura, Shikhirev, Tinsley, & Lytle, 2004; Lytle, 1994), several theorist have suggested that since the negotiation...