Two decades of business negotiation research: an overview and suggestions for future studies

Purpose - This paper aims to present a review of articles on business negotiation published between 1995 and 2015.Design/methodology/approach - This literature review is based on 490 articles on bu ...

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[2]  P. Herbig.  External influences in the cross‐cultural negotiation process , 1997 .

[3]  N. Gray.  Bahasa, Batik, and Bargaining: An Exploratory Study of the Negotiation Styles and Behaviors of Indonesian Managers , 2010 .

[4]  John K. Butler.  Trust Expectations, Information Sharing, Climate of Trust, and Negotiation Effectiveness and Efficiency , 1999 .

[5]  Chi-Bin Cheng,et al.  Intelligent agents for e-marketplace: Negotiation with issue trade-offs by fuzzy inference systems , 2006, Decis. Support Syst..

[6]  L. Weingart,et al.  Unilateral concessions from the other party: concession behavior, attributions, and negotiation judgments. , 2004, The Journal of applied psychology.

[7]  Alice F. Stuhlmacher,et al.  The Impact of Time Pressure and Information on Negotiation Process and Decisions , 2000 .

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[10]  Robert D. Gulbro,et al.  Cross‐cultural negotiating processes , 1996 .

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[13]  Ingmar Geiger.  Media Effects on the Formation of Negotiator Satisfaction: The Example of Face-to-Face and Text Based Electronically Mediated Negotiations , 2014 .

[14]  J. Al-Khatib,et al.  Business‐to‐business negotiating in China: the role of morality , 2007 .

[15]  L. Thompson,et al.  The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations. , 2006 .

[16]  Ji Li,et al.  Negotiating with China: Exploratory Study of Relationship-Building , 2001 .

[17]  Negotiating with modern Chinese professionals: A review of cultural considerations and cyberspace communication , 2013 .

[18]  L. Thompson,et al.  Battle of the sexes: gender stereotype confirmation and reactance in negotiations. , 2001, Journal of personality and social psychology.

[19]  William A. Donohue.  Critical Moments as “Flow” in Negotiation , 2004 .

[20]  Hsin Rau,et al.  Learning-based automated negotiation between shipper and forwarder , 2006, Comput. Ind. Eng..

[21]  Mehmet Bac,et al.  On Creating and Claiming Value in Negotiations , 2001 .

[22]  R. Oliver,et al.  Affect in Dyadic Negotiation: A Model and Propositions , 1996 .

[23]  Amira Galin.  Proposal sequence and the endowment effect in negotiations , 2009 .

[24]  Andreia Malucelli,et al.  Ontology-based Services to help solving the heterogeneity problem in e-commerce negotiations , 2006, Electron. Commer. Res. Appl..

[25]  Jin Nam Choi,et al.  The effects of self-emotion, counterpart emotion, and counterpart behavior on negotiator behavior: a comparison of individual-level and dyad-level dynamics , 2005 .

[26]  Zhenzhong Ma.  Negotiating into China: the impact of individual perception on Chinese negotiation styles , 2006 .

[27]  M. Wheeler.  Anxious Moments: Openings in Negotiation , 2004 .

[28]  Eman Elshenawy.  Does negotiation training improve negotiators' performance? , 2010 .

[29]  Influencing and negotiating skills: some research and reflections – Part I: influencing strategies and styles , 2003 .

[30]  Joan Ellen Cheney Mann.  Users in Revolt: The Good News and the Bad News , 2003 .

[31]  L. Thompson,et al.  Affect from the top down: How powerful individuals' positive affect shapes negotiations , 2004 .

[32]  Simon Fong,et al.  Knowledge-empowered automated negotiation system for e-Commerce , 2007, Knowledge and Information Systems.

[33]  Kathleen M. O'connor,et al.  What Novices Think About Negotiation: A Content Analysis of Scripts , 1999 .

[34]  Roderick I. Swaab,et al.  Negotiation Support Systems: Communication and Information as Antecedents of Negotiation Settlement , 2004 .

[35]  M. Gelfand,et al.  Individualism-collectivism and accountability in intergroup negotiations. , 1999 .

[36]  M. Schweitzer,et al.  Can Nervous Nelly negotiate? How anxiety causes negotiators to make low first offers, exit early, and earn less profit , 2011 .

[37]  P. Kim,et al.  Flattery May Get You Somewhere: The Strategic Implications of Providing Positive vs. Negative Feedback About Ability vs. Ethicality in Negotiation , 2003 .

[38]  Erika D Peterson,et al.  Team Negotiation: An Examination of Integrative and Distributive Bargaining , 1996 .

[39]  S. Koeszegi,et al.  Electronic negotiations in intercultural interfirm relationships , 2010 .

[40]  The optimal degree of commitment in a negotiation with a deadline , 2004 .

[41]  A. Galinsky,et al.  Disconnecting outcomes and evaluations: the role of negotiator focus. , 2002, Journal of personality and social psychology.

[42]  R. Friedman,et al.  Bargainer Characteristics in Distributive and Integrative Negotiation , 1998 .

[43]  R. Vetschera,et al.  A Classification of Bargaining Steps and their Impact on Negotiation Outcomes , 2008 .

[44]  Yufei Yuan,et al.  The Effects of Multimedia Communication on Web-Based Negotiation , 2003 .

[45]  William A. Cohen.  The importance of expectations on negotiation results , 2003 .

[46]  Norman A. Johnson,et al.  Media, affect, concession, and agreement in negotiation: IM versus telephone , 2009, Decis. Support Syst..

[47]  Malamati D. Louta,et al.  An intelligent agent negotiation strategy in the electronic marketplace environment , 2008, Eur. J. Oper. Res..

[48]  U. Herbst,et al.  What do we know about buyer–seller negotiations in marketing research? A status quo analysis , 2011 .

[49]  Gregory Kersten,et al.  Experimental Assessment of Agent-Supported Electronic Negotiations , 2013, Int. J. Hum. Comput. Interact..

[50]  P. Ghauri,et al.  Negotiating with the Chinese: A Socio-Cultural Analysis , 2001 .

[51]  T. Fang.  Negotiation: the Chinese style , 2006 .

[52]  Ilana Ritov,et al.  Initial Perceptions in Negotiations: Evaluation and Response to 'Logrolling' Offers , 2002 .

[53]  Judi McLean Parks,et al.  Your Good Name: The Relationship Between Perceived Reputational Risk and Acceptability of Negotiation Tactics , 2012 .

[54]  David S. Waller,et al.  Chinese negotiation practice: a perspective from New Zealand exporters , 2005 .

[55]  Bradley W. Brooks,et al.  A contextual model of negotiation orientation , 2004 .

[56]  J. Salacuse.  Teaching International Business Negotiation: Reflections on Three Decades of Experience , 2010 .

[57]  Leaf Van Boven,et al.  The Illusion of Transparency in Negotiations , 2003 .

[58]  C. Porter,et al.  Negotiation ‐ mystic art or identifiable process? Part 1 , 1997 .

[59]  Drew Martin.  Contractual aspects of cross‐cultural negotiations , 1997 .

[60]  C. D. De Dreu,et al.  Effects of Experience and Advice on Process and Performance in Negotiations , 2007 .

[61]  G. Kersten,et al.  THE EFFECTS OF CULTURE IN COMPUTER-MEDIATED NEGOTIATIONS , 2003 .

[62]  C. D. De Dreu,et al.  Now you see it, now you don't: interests, issues, and psychological distance in integrative negotiation. , 2010, Journal of personality and social psychology.

[63]  Gregory E. Kersten,et al.  The importance of language familiarity in global business e-negotiation , 2010, Electron. Commer. Res. Appl..

[64]  C. D. De Dreu,et al.  Unfixing the fixed pie: a motivated information-processing approach to integrative negotiation. , 2000, Journal of personality and social psychology.

[65]  Verner D. Worm,et al.  Social capital and the dynamics of business negotiations between the northern Europeans and the Chinese , 2003 .

[66]  J. Mayfield,et al.  How Location Impacts International Business Negotiations , 1998 .

[67]  J. Ramsay.  Serendipity and the realpolitik of negotiations in supply chains , 2004 .

[68]  T. Gärling,et al.  Anchor Points, Reference Points, and Counteroffers in Negotiations , 2000 .

[69]  C. D. De Dreu,et al.  The interpersonal effects of anger and happiness in negotiations. , 2004, Journal of personality and social psychology.

[70]  R. Volkema,et al.  Ethicality in Negotiation: An Analysis of Attitudes, Intentions, and Outcomes , 2004 .

[71]  Meina Liu,et al.  The Effects of Interaction Goals on Negotiation Tactics and Outcomes: A Dyad-Level Analysis Across Two Cultures , 2011, Commun. Res..

[72]  Sarah Maxwell,et al.  Less pain, same gain: The effects of priming fairness in price negotiations , 1999 .

[73]  M. Buelens,et al.  Determinants of a Negotiator's Initial Opening Offer , 2004 .

[74]  Thomas E. Becker,et al.  Lying in negotiations: how individual and situational factors influence the use of neutralization strategies , 2005 .

[75]  Kathleen M. O'connor.  MOTIVES AND COGNITIONS IN NEGOTIATION: A THEORETICAL INTEGRATION AND AN EMPIRICAL TEST , 1997 .

[76]  Charles E. Naquin,et al.  Humor as a relationship‐building tool in online negotiations , 2009 .

[77]  R. Calantone,et al.  Crossing the border: testing a negotiation model among Canadian exporters , 2000 .

[78]  Yunxia Zhu,et al.  Negotiating with Chinese: Success of initial meetings is the key , 2007 .

[79]  M. Gelfand,et al.  Culture and Negotiator Cognition: Judgment Accuracy and Negotiation Processes in Individualistic and Collectivistic Cultures. , 1999, Organizational behavior and human decision processes.

[80]  Ricky Y. K. Chan,et al.  An examination of the influence of guanxi and xinyong (utilization of personal trust) on negotiation outcome in China: An old friend approach ☆ , 2011 .

[81]  P. Seagraves,et al.  The Gender Gap in Real Estate Sales: Negotiation Skill or Agent Selection? , 2013 .

[82]  Huajiao Chen,et al.  The Mechanism of Gender Difference and Representation Role in Negotiation , 2012 .

[83]  Mark J. Ahn,et al.  Negotiating, power and strategic competition: a teaching case , 2010 .

[84]  S. Koeszegi.  Trust‐building strategies in inter‐organizational negotiations , 2004 .

[85]  M. Miles.  Negotiating with the Chinese , 2003 .

[86]  Jr. John K. Butler.  Two Integrative Win-Win Negotiating Strategies , 1996 .

[87]  R. Kumar,et al.  Patterns of feelings in face to face negotiation: a Sino-Dutch pilot study , 2005 .

[88]  Debra L. Shapiro,et al.  Breaking the Bonds of Reciprocity in Negotiations , 1998 .

[89]  K. Aquino,et al.  THE EFFECTS OF ETHICAL CLIMATE AND THE AVAILABILITY OF ALTERNATIVES ON THE USE OF DECEPTION DURING NEGOTIATION , 1998 .

[90]  A Systematic Approach to Evaluating the Effects of Collaborative Negotiation Training on Individuals and Groups , 2001 .

[91]  Charles E. Naquin.  The agony of opportunity in negotiation: Number of negotiable issues, counterfactual thinking, and feelings of satisfaction , 2003 .

[92]  Jin Yan,et al.  Tailoring the Mutual Gains Approach for Negotiations with Partners in Japan, China, and Korea , 2006 .

[93]  Ana Shetach,et al.  Attitudes Toward Ethically Questionable Negotiation Tactics: A Two-Country Study , 2014 .

[94]  L. Thompson,et al.  At a loss for words: Dominating the conversation and the outcome in negotiation as a function of intricate arguments and communication media , 2005 .

[95]  L. Weingart,et al.  Getting the Floor: Motive-Consistent Strategy and Individual Outcomes in Multi-Party Negotiations , 2005 .

[96]  Alice F. Stuhlmacher,et al.  GENDER DIFFERENCES IN NEGOTIATION OUTCOME: A META‐ANALYSIS , 1999 .

[97]  Stan Szpakowicz,et al.  Comparative Analysis of Text Data in Successful Face-to-Face and Electronic Negotiations , 2006 .

[98]  Robin L. Pinkley,et al.  Power Dynamics In Negotiation , 2005 .

[99]  C. D. De Dreu,et al.  The interpersonal effects of emotions in negotiations: a motivated information processing approach. , 2004, Journal of personality and social psychology.

[100]  Yong Jiang.  Business Negotiation Culture in China - A Game Theoretic Approach , 2013 .

[101]  Xueguang Chen,et al.  A simultaneous multi-issue negotiation through autonomous agents , 2011, Eur. J. Oper. Res..

[102]  Alberto Galasso.  Over-Confidence may Reduce Negotiation Delay , 2010 .

[103]  F. Wynstra,et al.  The Effect of Dutch and German Culture on Negotiation Strategy: An Exploratory Study to Compare Innovation and Operations Contexts , 2004 .

[104]  R. Friedman,et al.  Beyond Offers and Counteroffers: The Impact of Interaction Time and Negotiator Job Satisfaction on Subjective Outcomes in Negotiation , 2013 .

[105]  A. Simintiras,et al.  Cross‐cultural sales negotiations , 1998 .

[106]  Marilyn E. Gist,et al.  EFFECTS OF SELF‐EFFICACY and GOAL‐ORIENTATION TRAINING ON NEGOTIATION SKILL MAINTENANCE: WHAT ARE THE MECHANISMS? , 1997 .

[107]  S. Koeszegi,et al.  Hot Versus Cool Behavioural Styles in Electronic Negotiations: The Impact of Communication Mode , 2006 .

[108]  Jeffrey T. Polzer,et al.  Intergroup Negotiations , 1996 .

[109]  Steven A. Murphy,et al.  The Role of Emotion and Language in Dyadic E-negotiations , 2009 .

[110]  Hillary Anger Elfenbein,et al.  EMOTIONAL INTELLIGENCE AND NEGOTIATION: THE TENSION BETWEEN CREATING AND CLAIMING VALUE , 2004 .

[111]  C. Rutte,et al.  EFFECTS OF TIME PRESSURE AND ACCOUNTABILITY TO CONSTITUENTS ON NEGOTIATION , 2000 .

[112]  R. G. Lim.  OVERCONFIDENCE IN NEGOTIATION REVISITED , 1997 .

[113]  Influencing and negotiating skills: some research and reflections – Part II: influencing styles and negotiating skills , 2003 .

[114]  Alice F. Stuhlmacher,et al.  THE IMPACT OF TIME PRESSURE IN NEGOTIATION: A META‐ANALYSIS , 1998 .

[115]  X. H. Wang,et al.  Knowledge representation for multi-agent negotiations in virtual enterprises , 2011 .

[116]  A. Simintiras.  The Role of Tautological Equivalence in Cross-Cultural Sales Negotiations , 2000 .

[117]  Stephen M. Garcia.  Power and the Illusion of Transparency in Negotiations , 2002 .

[118]  Lim Cheng Geok.  Successful Intercultural Negotiations: A Matter of Attitude. , 1997 .

[119]  Carrie J. Menkel-Meadow.  Critical Moments in Negotiation: Implications for Research, Pedagogy, and Practice , 2004 .

[120]  Sheryl B. Ball,et al.  Buying Status: Experimental Evidence on Status in Negotiation , 1996 .

[121]  Jon-Arild Johannessen,et al.  Information management in negotiations: The conditions under which it could be expected that the negotiation partners substitute a competitive definition of the situation for a cooperative one , 1997 .

[122]  Beata Krawczyk-Bryłka,et al.  Using a computational model to compare objective negotiations in real and virtual environments , 2008 .

[123]  Amira Galin,et al.  Endowment Effect in negotiations: group versus individual decision-making , 2012, Theory and Decision.

[124]  Kathleen L. McGinn,et al.  Perceived Relative Power and its Influence on Negotiations , 2005 .

[125]  R. Tindale,et al.  The effects of ethical climate on group and individual level deception in negotiation , 2009 .

[126]  Thinking Deeply May Sometimes Help: Cognitive Motivation and Role Effects in Negotiation , 2006 .

[127]  Gregory E. Kersten,et al.  An experimental study of software agent negotiations with humans , 2014, Decis. Support Syst..

[128]  Lukasz W. Jochemczyk,et al.  Constructing a Network of Shared Agreement: A Model of Communication Processes in Negotiations , 2010 .

[129]  M. Grimmer,et al.  The mix of qualitative and quantitative research in major marketing journals, 1993‐2002 , 2007 .

[130]  P. Herbig,et al.  Negotiating with Chinese: a cultural perspective , 1998 .

[131]  C. D. De Dreu,et al.  Influence of social motives on integrative negotiation: a meta-analytic review and test of two theories. , 2000, Journal of personality and social psychology.

[132]  S. Mouzas.  Negotiating umbrella agreements , 2006 .

[133]  Hong Woo,et al.  Gender impact on Chinese negotiation: “some key issues for Western negotiators” , 2001 .

[134]  Ethan R. Burris,et al.  Negotiators' bargaining histories and their effects on future negotiation performance. , 2005, The Journal of applied psychology.

[135]  Negotiation ‐ mystic art or identifiable process? Part 2 , 1997 .

[136]  M. Schweitzer,et al.  LINKING FRAMES IN NEGOTIATIONS: GAINS, LOSSES AND CONFLICT FRAME ADOPTION , 2001 .

[137]  Alice F. Stuhlmacher,et al.  Gender and Negotiator Competitiveness: A Meta-analysis. , 1998, Organizational behavior and human decision processes.

[138]  Jørn K. Rognes,et al.  Are Individualistic Orientations Collectively Valuable in Group Negotiations? , 2008, Group Processes & Intergroup Relations.

[139]  P. Kim,et al.  Choosing the path to bargaining power: an empirical comparison of BATNAs and contributions in negotiation. , 2005, The Journal of applied psychology.

[140]  Keith G. Allred,et al.  The Influence of Anger and Compassion on Negotiation Performance , 1997 .

[141]  Hong Woo.  Negotiating in China: some issues for Western women , 1999 .

[142]  Alex Sharland.  The Negotiation Process as a Predictor of Relationship Outcomes in International Buyer–Supplier Arrangements , 2001 .

[143]  B. Beersma,et al.  NEGOTIATION PROCESSES AND OUTCOMES IN PROSOCIALLY AND EGOISTICALLY MOTIVATED GROUPS , 1999 .

[144]  Zhenzhong Ma,et al.  Negotiating with the Chinese: Are They More Likely to Use Unethical Strategies? , 2013 .

[145]  S. G. Deshmukh,et al.  Dynamic supply chain modeling using a new fuzzy hybrid negotiation mechanism , 2009 .

[146]  Y. Adachi.  The Effects of Semantic Difference on Cross-Cultural Business Negotiation: A Japanese and American Case Study. , 1998 .

[147]  Hong Woo,et al.  Cultural characteristics prevalent in the Chinese negotiation process , 1999 .

[148]  T. Gärling,et al.  The Effects of Anchor Points and Reference Points on Negotiation Process and Outcome , 1997 .

[149]  Philip L. Smith,et al.  The process of negotiating: Strategy and timing as predictors of outcomes. , 1996 .

[150]  I. Bailey,et al.  The evolving role of trade associations in negotiated environmental agreements: the case of United Kingdom Climate Change Agreements , 2006 .

[151]  Philip L. Smith,et al.  Cognitive Representations of Negotiation , 2005 .

[152]  W. Bottom,et al.  Negotiator Risk: Sources of Uncertainty and the Impact of Reference Points on Negotiated Agreements. , 1998, Organizational behavior and human decision processes.

[153]  M. Bazerman,et al.  The Descriptive and Prescriptive Use of Previous Purchase Price in Negotiations , 1996 .

[154]  Jensen J. Zhao.  The Chinese Approach to International Business Negotiation , 2000 .

[155]  Jennifer S. Mueller,et al.  Emotional intelligence and counterpart mood induction in a negotiation , 2006 .

[156]  Bradley W. Brooks,et al.  The Influences of Matched Versus Mismatched Negotiation Orientations on Negotiating Processes and Outcomes , 2008 .

[157]  Glen Whyte,et al.  “I am Disgusted by Your Proposal”: The Effects of a Strategic Flinch in Negotiations , 2014 .

[158]  Rudolf Vetschera,et al.  Data-Driven Phase Analysis of E-negotiations: An Exemplary Study of Synchronous and Asynchronous Negotiations , 2011 .

[159]  H. Stuart.  Surprise Moves in Negotiation , 2004 .

[160]  Zhenzhong Ma,et al.  Getting to Yes in China: Exploring Personality Effects in Chinese Negotiation Styles , 2005 .

[161]  L. Thompson,et al.  THE INFORMATION DILEMMA IN NEGOTIATIONS: EFFECTS OF EXPERIENCE, INCENTIVES, AND INTEGRATIVE POTENTIAL , 1999 .

[162]  G. H. Lucas,et al.  Expanding the Antecedent Component of the Traditional Business Negotiation Model: Pre-Negotiation Literature Review and Planning-Preparation Propositions , 2001 .

[163]  Robin L. Pinkley,et al.  ALTERNATIVES TO HAVING A BATNA IN DYADIC NEGOTIATION: THE INFLUENCE OF GOALS, SELF‐EFFICACY, AND ALTERNATIVES ON NEGOTIATED OUTCOMES , 1996 .

[164]  Michael J. Prietula,et al.  Knowledge Matters: The Effect of Tactical Descriptions on Negotiation Behavior and Outcome , 1996 .

[165]  Mohammad Reza Ayatollahzadeh Shirazi,et al.  A Conceptual Framework for Modeling Automated Negotiations in Multiagent Systems , 2008 .

[166]  Paul W. Paese,et al.  TOWARD A BETTER UNDERSTANDING OF EGOCENTRIC FAIRNESS JUDGMENTS IN NEGOTIATION , 2001 .

[167]  Gina Brown,et al.  Location in negotiation: Is there a home field advantage? , 2011 .

[168]  D. Moore.  Myopic prediction, self-destructive secrecy, and the unexpected benefits of revealing final deadlines in negotiation , 2004 .

[169]  Ahmet Erkuş,et al.  Attitudes towards questionable negotiation tactics in Turkey , 2011 .

[170]  S. Brodt,et al.  Working Together but in Opposition: An Examination of the "Good-Cop/Bad-Cop" Negotiating Team Tactic. , 2000, Organizational behavior and human decision processes.

[171]  Alma Mintu-Wimsatt.  Personality and negotiation style: The moderating effects of cultural context , 2002 .

[172]  G. Faure.  The Cultural Dimensions of Negotiation: The Chinese Case , 1999 .

[173]  J. Arnold,et al.  Distributive spirals: negotiation impasses and the moderating role of disputant self-efficacy. , 2001, Organizational behavior and human decision processes.

[174]  Suk Bong Choi,et al.  The Influence of Emotional Intelligence on Negotiation Outcomes and the Mediating Effect of Rapport: A Structural Equation Modeling Approach , 2014 .

[175]  Hildy Teegen,et al.  U.S.-Mexican Alliance Negotiations: Impact of Culture on Authority, Trust, and Performance , 2002 .

[176]  R. Kumar,et al.  The Role of Affect in Negotiations , 1997 .

[177]  L. Sussman.  How to frame a message: The art of persuasion and negotiation , 1999 .

[178]  Terri R. Kurtzberg,et al.  Long and Short Routes to Success in Electronically Mediated Negotiations: Group Affiliations and Good Vibrations. , 1999, Organizational behavior and human decision processes.

[179]  D. Bright,et al.  How negotiators work in teams , 1998 .

[180]  W. C. Perkins,et al.  Can a Negotiation Support System Help a Purchasing Manager , 1996 .

[181]  Alice F. Stuhlmacher,et al.  Hostile Behavior and Profit in Virtual Negotiation: a Meta-Analysis , 2005 .

[182]  P. Kim.  ORGANIZATIONAL BEHAVIOR AND HUMAN DECISION PROCESSES, VOLUME 71, ISSUE 3 , 1997 .

[183]  Zhenzhong Ma,et al.  Chinese Conflict Management Styles and Negotiation Behaviours , 2007 .

[184]  Xiang Yao,et al.  The Design of a Dynamic Emergency Response Management Information System (DERMIS) , 2004 .

[185]  Wendi L. Adair,et al.  The Negotiation Dance: Time, Culture, and Behavioral Sequences in Negotiation , 2005, Organ. Sci..

[186]  E. Kass.  Interactional Justice, Negotiator Outcome Satisfaction, and Desire for Future Negotiations: R-E-S-P-E-C-T at the Negotiating Table , 2008 .

[187]  Gregory E. Kersten,et al.  Modeling Distributive and Integrative Negotiations. Review and Revised Characterization , 2001 .

[188]  L. Weingart,et al.  PHASES, TRANSITIONS AND INTERRUPTIONS: MODELING PROCESSES IN MULTI‐PARTY NEGOTIATIONS , 2003 .

[189]  T. Manning,et al.  Influencing, negotiating skills and conflict-handling: some additional research and reflections , 2004 .

[190]  Robert D. Gulbro,et al.  Negotiating successfully in cross-cultural situations , 1996 .

[191]  Ingrid Smithey Fulmer,et al.  Lying and Smiling: Informational and Emotional Deception in Negotiation , 2009 .

[192]  Ray Fells,et al.  Preparation for negotiation: Issue and process , 1996 .

[193]  Erika D Peterson,et al.  Organizational Behavior and Human Decision Processes Negotiation Teamwork: the Impact of Information Distribution and Accountability on Performance Depends on the Relationship among Team Members , 2022 .

[194]  T. Vuorela,et al.  Laughing Matters: A Case Study of Humor in Multicultural Business Negotiations , 2005 .

[195]  C. Dreu.  Time pressure and closing of the mind in negotiation , 2003 .

[196]  D. Kolb.  Staying in the Game or Changing It: An Analysis of Moves and Turns in Negotiation , 2004 .

[197]  I. Ritov,et al.  Anchoring in Simulated Competitive Market Negotiation , 1996 .

[198]  Jae Hyung Cho,et al.  Supply chain formation using agent negotiation , 2010, Decis. Support Syst..

[199]  L. Thompson,et al.  Reversing the Gender Gap in Negotiations: An Exploration of Stereotype Regeneration , 2002 .

[200]  The Utility of Coorientational Variables as Predictors of Willingness to Negotiate , 2005 .

[201]  A. Rapoport,et al.  Price and Margin Negotiations in Marketing Channels: An Experimental Study of Sequential Bargaining Under One-sided Uncertainty and Opportunity Cost of Delay , 2000 .

[202]  J. Mumpower,et al.  The Accuracy of Post-Negotiation Estimates of the Other Negotiator's Payoff , 2004 .

[203]  J. A. Wall,et al.  Ethics in negotiation: Oil and water or good lubrication? , 1998 .

[204]  Melissa C. Thomas-Hunt,et al.  The Price Is Right—Or Is It? A Reference Point Model of Two-Party Price Negotiations , 1996 .

[205]  Wynne W. Chin,et al.  Anger and flaming in computer-mediated negotiation among strangers , 2009, Decis. Support Syst..

[206]  S. M. Schmidt,et al.  A Behavioral Perspective on Negotiating International Alliance , 1998 .

[207]  C. Fraser,et al.  An exploratory investigation into cultural awareness and approach to negotiation of Greek, Russian and British managers , 2002 .

[208]  James K. Sebenius,et al.  Caveats for Cross-Border Negotiators , 2002 .

[209]  Judith Mclean,et al.  VIVE LA DIFFÉRENCE: DIFFERENCES BETWEEN MALES AND FEMALES IN PROCESS AND OUTCOMES IN A LOW‐CONFLICT NEGOTIATION , 1996 .

[210]  M. Schweitzer,et al.  Bargaining under the influence: The role of alcohol in negotiations , 2000 .

[211]  Linda L. Putnam.  Transformations and Critical Moments in Negotiations , 2004 .

[212]  T. M. Tripp,et al.  Discrepant Values and Measures of Negotiator Performance , 2000 .

[213]  Rasoul Shafaei,et al.  e-Supply network coordination: the design of intelligent agents for buyer-supplier dynamic negotiations , 2012, J. Intell. Manuf..

[214]  J. Ogilvie,et al.  BUILDING EMOTIONAL INTELLIGENCE IN NEGOTIATIONS , 2002 .

[215]  Richard E. Potter,et al.  Supporting Integrative Negotiation via Computer Mediated Communication Technologies , 2000 .