Describes an investigation into the individual, organization, and demographic‐related ante‐cedents to industrial negotiation encounters in two culturally diverse countries. Focuses in particular on antecedent factors that influence sellers’ co‐operative orientation. Two con‐current...

Defendant offers into court is common procedural device aimed at increasing the probability that pre-trial negotiations will lead to out of court settlement. Both in the UK following the Woolf Report and the Cullen Report and in the USA, the idea of extending the arrangement to plaintiff offers...

Defendant offers into court is common procedural device aimed at increasing the probability that pre‐trial negotiations will lead to out of court settlement. Both in the UK following the Woolf Report and the Cullen Report and in the USA, the idea of extending the arrangement to plaintiff...