present experimental evidence on what motivates people to keep their promises. First, they feel that they are duty-bound to … keep their promises regardless of whether promisees expect them to (promising per se effect). Second, they care about not …

strategies in negotiation. This approach has increased the level of business environment complexity. This article defends the … opinion that in such a context cooperative negotiation strategies might present a solution to ease the tension and create a … dominate in organizations today. We also try to explain why cooperation is shying away. Yet the focus of our work is to …