How do parties in ongoing repeated negotiation relationships react to changing circumstances? We argue that situations that become more beneficial (i.e. offer potentially higher outcomes to both) can affect negotiatorsacute; relationships in two distinct ways. On the one hand, negotiators may see...

This study explored the important factors affecting trade negotiations such as environmental conditions, negotiation strategies, the problem-solving approach, interpersonal attraction, time and silent messages including active listening, conversational overlap, facial gazing and touch. The...

'Communicating in Global Business Negotiations' presents a new method for the study of communication and negotiation in international interactions and provides students with the knowledge to conduct negotiations from a geocentric framework by integrating communication and international business...