...Hong Zhang; Kai Zhang; Marco Warsitzka; Roman Trötschel Purpose This paper aims to review and synthesize the existing literature related to negotiation complexity and provides an integrative model to systematically identify and examine factors contributing to negotiation complexity and how...

... Participants were randomly assigned to dyads and negotiated over the sale of a car. Before negotiating, participants were prompted to engage in MCII, or one or the other of its two component strategies: to contrast mentally achieving success in the integrative bargaining task with the reality standing...

... to call off further mediation attempts are successful and argues that a mediator can use the parties' informational dependency on him in order to increase his leverage and push the parties towards settlement. Mediation Northern Ireland Violent conflict Back‐channel Negotiation Negotiating...

... trust. © Emerald Group Publishing Limited 2013 Mediation Impartiality Empathy Trust Caucus Negotiating Establishing a mediator's trustworthiness is a complex process, mainly because of triangulation (Augsburger, 1992). Mediators are by definition “go betweens” that link two...

... of an ongoing dispute about parking the car in the wrong place (Kruerger, 2010). Conflict asymmetry Community mediation Neighbour conflicts Escalation Conflict resolution The Netherlands Negotiating Communities © Emerald Group Publishing Limited 2012 Elze G. Ufkes can be contacted...

...Roger J. Volkema; Denise Fleck Purpose This paper seeks to introduce a model of the initiation process in negotiations, and to describe a study of the effects of culture and personality on propensity to initiate and assertiveness in negotiations. Design/methodology/approach Using a survey...

...Mary C. Kern; Sujin Lee; Zeynep G. Aytug; Jeanne M. Brett Purpose In this study of Korean and US negotiators, the authors aim to demonstrate limits on the presumption that inter‐cultural negotiations are doomed to generate low joint gains. Design/methodology/approach In a laboratory study...

...Inhyun Han; Seungwoo Kwon; Jonghoon Bae; Kyungdo Park Purpose This study aims to investigate when integrative tactics are more effective in generating higher joint outcomes in an integrative negotiation. The authors test whether, first, the moral identity of the negotiators and, second...

...Dan Kirk; Gabriele Oettingen; Peter M. Gollwitzer Purpose This paper aims to test the impact of several self‐regulatory strategies on an integrative bargaining task. Design/methodology/approach Participants were randomly assigned to dyads and negotiated over the sale of a car. Before...

... help in understanding and predicting negotiation and conflict management behaviors in this region. Research implications The studies show the need for future research on conflict management in the Middle East and show that theories and methods used in other countries and cultures can be adapted...

...Hamid Yeganeh Purpose This article aims to analyze the Iranian and American national cultures and to discuss the implications of cultural differences for communication/negotiation styles. Design/methodology/approach First, the concept of culture is framed and an integrative model of cultural...

... to actual performance outcomes around the world. Findings These studies show that negotiations conducted by two‐person dyads resulted in higher outcomes when compared to negotiations conducted by multi‐person groups. In addition, when negotiators consider more than one issue at a time and use...

... interest in the study of self‐efficacy in conflict and negotiation in the last few years (e.g. Desivilya and Eizen, 2005 ; Miles and LaSalle, 2008 ; O'Connor and Arnold, 2001 ; Sullivan et al., 2006). This paper examines the role that self‐efficacy plays in complex social tasks...

...Richard A. Posthuma; Laura E.M. Traavik Purpose The purpose of the study is to empirically investigate the similarities and differences between dyads and four‐party groups in an integrative negotiation. Design/methodology/approach Data are collected in a between subjects experiment. A total...

...Edward W. Miles Purpose Implicitly, the negotiation literature has generally assumed that, if economic gains are sufficient, individuals will negotiate. However, recent research has begun to consider the social costs incurred by negotiating. This paper aims to develop a conceptual model...

...Dong‐Won Choi Purpose The purpose of this study is to examine the unique effect that shared metacognition has on negotiation – over and above the effect of simply having similar views. Design/methodology/approach An experiment was conducted where it was systematically varied whether...

...Orly Ben‐Yoav Nobel; Donald Campbell; Sean T. Hannah; Brian Wortinger Purpose The aim of this exploratory study is to assess the impact of role clarity and concern for the other party's goals on soldiers' negotiations with members of the local population within a combat zone. Design/methodology...

...Arif Nazir Butt; Jin Nam Choi Purpose This paper aims to enrich the literature on negotiation by theorizing and empirically validating that power is an important moderator of the relationship between negotiator emotion and behavior. Design/methodology/approach Data were collected from 322...

...Joseph Loersch; William Ross Purpose The purpose of this paper is to describe a classroom negotiation exercise. A case involving controversy over the naming of a sports stadium containing a university football field and track is described. A local municipality, representing veterans groups...

...Sarah Stawiski; R. Scott Tindale; Amanda Dykema‐Engblade Purpose The purpose of this paper is to investigate the effects of ethical climate on the use of deception during negotiation for both individuals and groups. It aims to focus on the use of “ethical climate” as a shared task representation...