level of its influence on the negotiation process is difficult to estimate. Negotiation is a specific form of communication … tendency to use pressure-tactics such as threats which will increase the level of conflict and reduce the chances of reaching …

present experimental evidence on what motivates people to keep their promises. First, they feel that they are duty-bound to … keep their promises regardless of whether promisees expect them to (promising per se effect). Second, they care about not …

Previous research has suggested that communication and especially promises increase cooperation in laboratory … that communication increases the overall level of cooperation in our experiments with double-blind payoff procedures …. However, we also find no evidence that communication impacts cooperation in our experiments with single-blind payoff …

Previous research has suggested that communication and especially promises in-crease cooperation in laboratory … the overall level of cooperation in our experiments with double-blind payoff procedures. However, we also find no evidence … that communication impacts cooperation in our experiments with single-blind payoff proce-dures. Further, the payoff …

rely on coercive measures, using different kinds of threats or make false promises and bluff in order to establish a more … counterparts while, as the same time, they are mostly unaware of the sources of influence of their own vision of negotiation and … practices. The levels of honesty, trust and therefore cooperation are influenced by many factors like the uncertainty of the …