' and clients' preferences for distributive negotiation strategies in an economic setting where negotiations may fail even … if a common negotiation range exists. The analysis reveals that managers prefer a contending negotiation strategy even … under uncertainty and are thus less threatened by the possibility of a temporary negotiation failure than auditors. In …

participants in a multilateral negotiation on a new international law instrument actually behave and why they do so. To this end …, it provides a rich historical narrative of the negotiation of four United Nations counter-terrorism treaties: the 1997 … options available to the participants at each point of the negotiation and the incentives that they might have had to choose …

in the workplace, we examine the extent of the gender earnings gap in virtual settings where negotiation is required … gender differences in negotiation outcomes. When the architecture reveals gender (i.e., through image or voice), women earn 5 …