Purpose The purpose of this study is to analyze whether negotiators stick to one single negotiation style or whether their styles vary during the negotiation process. The paper seeks to identify different combinations of phase-specific negotiation styles and investigates the relationship between...

Being happy helps the negotiator who has to carry out an integrative negotiation. If his counterpart is happy, two alternative situations may occur. The emotional contagion hypothesis predicts that the negotiator will adopt his counterpart’s happiness, and as a consequence he will do well....

Negotiating is all about reaching your goals and trying to be better off than before. The goals serve primarily one’s own interests, but a second objective in most negotiations is to maintain a good relationship with the other. When negotiating with a friend, the impact of the relational...