behavioral process variables and economic perceptions. In general, we find higher negotiator satisfaction in EM negotiations and … explain this finding with lower aspirations in EM negotiations while individual negotiator profits are similar across …

Personalities and group interests are central to conflict management and negotiations. Conflict arises out of different … management, and negotiations. The literature review affirms that conflict is unavoidable. A significant shift has been identified … modern theorists. There is a difference between conflict management and conflict resolution whilst negotiations are …

The complexity of multi-party negotiations can be reduced by dividing conflict parties into subgroups. However … optimum solution (incongruence vs. congruence). In three studies groups of four parties conducted multi-issue negotiations …

With this book, Hermann Rock provides time-structured core strategies for conducting negotiations that can be directly … applied in practice. The author's expertise comes primarily from his own negotiations in the context of M&A transactions and …. However, the strategies/tactics presented are universally applicable to all types of negotiations in all areas of life, such …