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...

Effects of familiarity and liking on negotiating perceptions and behaviors are explored in two experiments, one focusing on prenegotiation expectations and perceptions (experiment 1), the other on negotiation processes and outcomes (experiment 2). Both experiments were embedded in the context of...