This experiment examined the effects of negotiators' and opponents' coercive capability on level of demand and on communication of threats and promises. Applying conflict spiral and deterrence perspectives inspired contrasting predictions. Subjects were given high, moderate, or low coercive...

Intro -- CONTENTS -- Contributors -- Methods of Negotiation Research: Introduction --- PETER J. CARNEVALE and CARSTEN K.W. DE DREU -- Methods of Negotiation Research II --- PETER J. CARNEVALE and CARSTEN K.W. DE DREU -- The Joys of Field Research --- JAMES A. WALL, JR. -- How Much Do We Know...

Performance ranking is common across a range of professional and recreational domains. Even when it has no economic consequences but does order people in terms of their social standing, anticipating such performance ranking may impact how people feel and perform. We examined this possibility by...