We examine how words within the first period of a conversation can predict agreement between conversation partners in multiparty and dyadic negotiations. In a computer-mediated environment, it was shown that linguistic mimicry increases the likelihood of agreement in a multiparty negotiation...

Two experiments explored the role of reference points in disconnecting objective and subjective utility in negotiations. Negotiators who focused on their target prices, the ideal outcome they could obtain, achieved objectively superior outcomes compared to negotiators who focused on a minimum...

The tension that negotiators face between claiming and creating value is particularly apparent when exchanging offers. We tested whether presenting a choice among first offers (Multiple Equivalent Simultaneous Offers; MESOs) reduces this negotiator dilemma and increases economic and relational...

In this study of Korean and U.S. negotiators, we demonstrate limits on the presumption that inter-cultural negotiations are doomed to generate low joint gains. In a laboratory study with 45 bi-cultural Korean students and 47 mono-cultural American students, we created a total of 16 U.S.-U.S., 15...

This paper describes how different self-construals influence people’s perception of temporal distance and in turn their task evaluation. We hypothesize that people with a more accessible interdependent (vs. independent) self-construal perceive future events as temporally more proximal, and...

We find that negotiators behave less ethically when they perceive the outcome of the negotiation to be a potential loss instead of a potential gain. Furthermore, negotiators assess the outcome of the negotiation to be more important and the future relationship with the other party to be worse,...

This study investigates the differential effectiveness of cultural values and normative beliefs as predictors of behavior in a competitive group decision-making task in three countries, Israel, Japan, and the United States. Its purpose is to test hypotheses about how cultural values and norms...