Previous research on team negotiation has been confined to only U.S. contexts, and previous research on culture and negotiation has been confined to dyadic interactions. We extend this research by examining the conditions under which teams perform better than solos across two different cultural...

This paper proposes and tests hypotheses drawn from the literature on gender, leadership, and conflict management about the outcomes facilitated by men and women in third party roles in dispute resolution. Results show that when managerial women occupy third party roles in which they lack...

Social motives influence negotiators’ actions and reactions. In this study we propose and test hypotheses about the relationships between negotiators’ motives, their persistence in use of integrative and distributive strategies, and individual outcomes in four-person mixed-motive...

Tests several hypotheses about the causes of wildcat strikes in bituminous coal mines. Review of related studies; Method; Results and conclusion. (Abstract copyright EBSCO.)

Purpose This study aims to explain to negotiators how to go about learning about their counterpart’s interests and priorities and the strategies they are likely to bring to the intercultural negotiation table. Design/methodology/approach This study provides a review of theoretical and...