With this book, Hermann Rock provides time-structured core strategies for conducting negotiations that can be directly applied in practice. The author's expertise comes primarily from his own negotiations in the context of M&A transactions and shareholder agreements with managers, taking into...

A long analytic tradition explores the challenge of productively synchronizing "internal" with "external" negotiations, especially focusing on how each side can best manage internal opposition to agreements negotiated "at the table." Implicit in much of this work is the view that each side's...

The present study analyzes the impact of culture on negotiation behavior in German and Chinese intra- and intercultural business negotiations mainly focusing on the seller role. We find more distributive and less integrative negotiation behavior among intracultural Chinese compared to...

This study investigates the effects and impacts of national cultural influences upon the processes involved in international business negotiations, with particular reference to Indonesia. The importance of Indonesia as a major economy in the South East Asian region, has led to growth in...

This paper analyzes how timing in buyer-supplier disputes impacts subsequent negotiation strategies. We examine different facets of timing - when the dispute occurs during the contract, the process of negotiations unfolding and the time to respond to the other party - and their effects on the...

This study considers the "rational negotiator model" (homo - negotiator) as a new scientific logical standard for negotiation studies, and proposes axioms, definitions, and principles of the rational negotiator model that are essential for this purpose. In negotiation studies, it is common to...

A person's gender is not a reliable predictor of their negotiation behavior or outcomes, because the degree and character of gender dynamics in negotiation vary across situations. Systematic effects of gender on negotiation are best predicted by situational characteristics that cue gendered...

The ambiguity of the current business atmosphere, the increasing change within the organizational environment, and the growing interpenetration of action of the various economic agents, both at domestic and international level, determine that negotiation be considered a central competence in the...