Using a bilateral negotiation, we examined the relationship between motivational orientation, mental maps and negotiators' outcomes. Cooperative and competitive negotiators bargained with a counterpart who held either the same or a different orientation. Compared to negotiators in mixed dyads,...

A number of studies have shown that certain events that occur during a negotiation can alter its course. Referred to as turning points, these events are precipitated by actions taken either outside or inside the talks, having consequences for outcomes. This article reports the results of two...

Context shapes negotiators’ actions, including their willingness to act unethically. Focusing on negotiators use of deception, we used a simulated two-party negotiation to test how three contextual variables—regulatory focus, power, and trustworthiness—interacted to shift negotiators’...