In this study of Korean and U.S. negotiators, we demonstrate limits on the presumption that inter-cultural negotiations are doomed to generate low joint gains. In a laboratory study with 45 bi-cultural Korean students and 47 mono-cultural American students, we created a total of 16 U.S.-U.S., 15...

Most organizational behavior research in general, and negotiation research in particular,have paid little attention to the role of relative status between social exchange parties. In this paper, we note that while past research and theory on status tends to assume a competitive relationship...

This paper shows that the assumption, widely accepted in the culture and negotiation literature, that East Asian cultures are homogeneous in their value for preserving social relationships is an oversimplification. We propose that there will be differences in negotiation norms among managers...

Disputants who file claims in civil court have a multitude of procedural options. They can settle via negotiation, mediation, arbitration, trial or a host of other alternatives. To the extent that courts and lawyers want to competently advise disputants about how various procedures might satisfy...