Most studies on the topic of negotiation examine negotiation processes, strategies and results without considering the … initiation of negotiation. But isn't it important for a deeper understanding of the negotiation process to know what makes people … initiate a negotiation (or not) in the first place? Building on a Theory of Complaining (Kowalski, 1996), we argue that a …

desire for future negotiations is predicted to be mediated by trust. All hypotheses are supported …Why are outcomes experienced as more or less satisfying? Why do some negotiations end with one party desiring to deepen … and to extend his or her relationship with the other party and to engage in further negotiation episodes while others end …