and estimation of reservation price on negotiators' initial offers and final outcomes. In a distributive labor negotiation … reservation prices, the less they conceded in opening offers. In addition, we found when wage rates were calibrated to reflect … less concessionary initial offers. We also found that the more concessionary their opening offer, the less successful their …

an "innocence problem." Plea bargaining's innocence problem is, at bottom, the result of a signaling defect. Innocent … result, both groups of defendants are treated similarly at trial and in plea bargaining. Signaling defects, however, at least … in theory, can be overcome. As economists have observed, a variety of signaling mechanisms reliably communicate …

astray. This article offers robust correctives to these misimpressions and relates these to three different kinds of “no” in …

, interest-based approaches. Our language is infused with talk of tactics, flanks, concessions, gaining ground and winning. This … concessions, where the deal is struck and the music comes to an end. Finally, we will try to show how the dance can be employed …