How do parties in ongoing repeated negotiation relationships react to changing circumstances? We argue that situations that become more beneficial (i.e. offer potentially higher outcomes to both) can affect negotiatorsacute; relationships in two distinct ways. On the one hand, negotiators may see...

In two experiments we studied the relation between dependency and deception in the ultimatum bargaining game. Participants could deceive the other player about the value of the chips they bargained over. Dependency was manipulated by manipulating the consequences of rejecting a proposal for both...

Prior research on negotiation and especially ultimatum bargaining has shown that fear of rejection may induce bargainers make high offers. In the current study we show that there is a limit to the beneficial effects of making high offers and that becoming to generous may backfire. participants...

In three experiments, we examined how people negotiate on behalf of a constituency in which opposing factions send different signals. Participants negotiated as sellers on behalf of a group consisting of factions that favored either a cooperative or a competitive negotiation. Experiment 1 (N =...

This paper reviews the current state of research on the interpersonal effects of emotions in conflict and negotiation. The review shows that a great variety of emotions, such as anger, happiness, guilt, regret, disappointment, and worry, have pervasive effects on negotiation behavior and...