This work studies the dynamics of international, multilateral, legal negotiations. It seeks to understand how the …-terrorism treaty. As an analytical framework, this work proposes a simple rational-choice model of the negotiations to reveal the …

different modes of human interaction that a negotiator should be aware of when conducting her negotiations-within, i.e. her … internal negotiations with regard to how a situation should be approached, before and during the actual negotiation. The first …

In this study of Korean and U.S. negotiators, we demonstrate limits on the presumption that inter-cultural negotiations … they were used and the impact this use had on the outcomes of the intra- and inter-cultural negotiations. Results show that … inter-cultural dyads generate higher joint gains than Korean or U.S. intra-cultural dyads. The explanation based on social …

negotiations. To address this deficiency we designed an experiment to examine the effect of information about previous negotiators … negotiations …

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 …