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Support theory in negotiation : how unpacking aspirations and alternatives can improve negotiation performance

Haselhuhn, Michael P. - In: Journal of behavioral decision making 28 (2015) 1, pp. 1-13

Persistent link: https://www.econbiz.de/10011293381

Negotiation Strategies and Uncertainty in Auditor-Client Negotiations

Brocard, Marcus - 2013

This paper complements the existing literature on auditor-client negotiations by providing insights on the auditors …' and clients' preferences for distributive negotiation strategies in an economic setting where negotiations may fail even …

Persistent link: https://www.econbiz.de/10013086968

Negotiating for Better or Worse : Changing Pie Sizes Affect Negotiation Relationships

Ramírez-Marín, Jimena - 2008

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...

Persistent link: https://www.econbiz.de/10012724873

When Negotiations Become Routine

Smolinski, Remigiusz - 2006

The aim of this paper is to apply the insights of recent research on routine in the context of repeated negotiations … respectively. We introduce the concept of a critical skill set and argue that in repeated negotiations, it can be reduced to the …

Persistent link: https://www.econbiz.de/10012734551

Negotiation Styles : The Impact on Bargaining Transactions

Craver, Charles B. - 2007

This article discusses the three major negotiating styles and their impact on bargaining interactions. The first is the Cooperative/Problem-Solving style in which the participants are entirely open with each other, and work to achieve fair agreements that maximize the joint gains they achieve....

Persistent link: https://www.econbiz.de/10012776408

The Effect of Negotiation Strategies on International Trade Negotiation

Lee, Shinkyuo - 2017

This study explored the important factors affecting trade negotiations such as environmental conditions, negotiation …, conversational overlap, facial gazing and touch. The processes of international business negotiations in three different culture … understand cultural differences and negotiations strategies to get the negotiation outcomes they want …

Persistent link: https://www.econbiz.de/10012952531

Target's Learning in M&A Negotiations

Huang, Chong - 2019

testable predictions. Finally, when stock market is sufficiently noisy, publicizing ongoing M&A negotiations may jeopardize …

Persistent link: https://www.econbiz.de/10012905018

Perceptions of Fairness in Negotiation

Welsh, Nancy - 2018

In all of negotiation, there is no bigger trap than "fairness." This chapter from the Negotiator's Fieldbook explains why among multiple models of fairness, people tend to believe that the one that applies here is the one that happens to favor them. This often creates a bitter element in...

Persistent link: https://www.econbiz.de/10012906870

Negotiating With Frictions

Britz, Volker - 2019

We consider bilateral non-cooperative bargaining on the division of a surplus. Compared to the canonical bargaining game in the tradition of Rubinstein, we introduce additional sources of friction into the bargaining process: Implementation of an agreement and consumption of the surplus can only...

Persistent link: https://www.econbiz.de/10012894805

Motivation, Information, Negotiation : Why Fiduciary Accountability Cannot Be Negotiable

Licht, Amir N. - 2017

In the debate over contractual freedom or enabling-versus-mandatory rules in fiduciary law, those who do not adhere to an unbridled contractatian approach tend to justify fiduciary law's strict posture by appealing to transaction cost reasoning. In this view, fiduciary law more efficiently sets...

Persistent link: https://www.econbiz.de/10012968774