Most studies on the topic of negotiation examine negotiation processes, strategies and results without considering the … initiation of negotiation. But isn't it important for a deeper understanding of the negotiation process to know what makes people … initiate a negotiation (or not) in the first place? Building on a Theory of Complaining (Kowalski, 1996), we argue that a …

perceptions, counterfactual generation, and outcome satisfaction in the negotiation context. In Study 1, negotiators recalled an … instance of either fair or unfair treatment during a negotiation. Interactional fairness perceptions were strongly related with …

Because the choice to trust is inherently risky, people naturally assess others’ trustworthiness as a necessary … precondition for trusting behavior. This conscious process depends on a type of relational schema - what we call a ‘trust schema …’ - that provides an explicit cognitive starting point in most models of trust development. In this paper, we show that the …