construction dispute. However, knowledge of the bargaining process in construction projects is scant, with most attention being … given to developing more formal, costly and reactive means of dispute resolution. This approach is questioned, in favour of … escalation during a construction dispute. …

concerning negotiation strategy use. Design/methodology/approach – Following a grounded theory approach, experienced buyers and … analysis developed a theoretical framework emphasizing the impact of relationship history on negotiation strategy expectations … in long-term buyer-supplier relationships. Data supports that previous negotiation interactions build a history between …

Why do contests exist in settings where negotiation provides a costless alternative? I assess a new explanation …. Whilst hubris leads to the contest being preferred to costless negotiation, the welfare loss is nonmonotonic in either …

, experience indicates that negotiation can, in appropriate circumstances, facilitate a better understanding of issues, concerns … Clean Air Act. The three negotiations are evaluated according to whether negotiation was instrumental either in securing a …-relevant negotiation -- known as regulatory reinvention -- wherein the agency has assembled groups of interested parties to focus on …

these benefits. Nonetheless, experience indicates that negotiation can, in appropriate circumstances, facilitate a better … an opportunity for creative problem-solving. This paper discusses the use of these three types of negotiation by the … toxic substance -- are evaluated according to whether negotiation was instrumental either in securing a more protective …

Why do contests exist in settings where negotiation provides a costless alternative? I assess a new explanation …. Whilst hubris leads to the contest being preferred to costless negotiation, the welfare loss is nonmonotonic in either …

negotiation scenarios, three lab experiments tested the prediction that prevention-oriented buyers would thus display higher … negotiation aversion than promotion-oriented buyers. Results showed that prevention-oriented people in the role of a potential … buyer were willing to accept lower monetary compensation to refrain from entering the negotiation and were more likely to …