...Elena Poliakova; Frieder Lempp Purpose This study aims to examine how professional negotiators choose negotiation languages in multilingual business interactions, the factors shaping these choices and how language affects negotiation processes, perceived power and outcomes. It addresses gaps...

...Yair Livneh Purpose Cognitive psychology distinguishes between fast and slow thinking, and shows how unaware thinking processes cause fallacies in evaluations and decision-making. These findings are highly relevant to negotiation but have not yet been systematically applied. This paper aims...

...Dorcas Quek Anderson; Tra My Ngo Purpose Prior research has yet to provide a coherent theoretical framework explaining how communication media hinder or advance negotiation success, and many dated studies are unlikely to be relevant. This study aims to examine the impact of four communication...

... experiments manipulated group entitativity. Study 1 tested whether high group entitativity amplifies anticipations about a group’s likely competitive or cooperative behaviors in a negotiation, in line with initial assumptions about the nature of the negotiation, Study 2 assessed anticipations of competitive...

...Adrian Barragan Diaz; Constanze Hermann; Rocío López-Cabrera Purpose Extending dual-process theory to negotiation contexts, this study aims to examine how using a foreign versus native language influences negotiators’ self-efficacy, strategy use and negotiation outcomes. Design/methodology...

...Zhi-Xue Zhang; Jingjing Yao; Li Ma; Leigh Anne Liu Purpose Why are Chinese negotiators, contrary to theoretical expectations, often competitive? Classical negotiation theories grounded in culturally etic and Western-centric assumptions are unable to address this puzzle. This research aims to adopt...

...Michel Mann; Marco Warsitzka; Roman Trötschel; Joachim Hüffmeier Purpose Human decision-making is strongly influenced by the reference points (RPs) people choose. Despite their relevance and ubiquity in negotiations, RPs have received little attention on a conceptual level. To broaden...

...Jung Hyun Lee; Hillary Anger Elfenbein; William P. Bottom Purpose This study aims to test negotiation outcomes when bilinguals negotiate in a foreign rather than their native language. Decision research on the foreign language effect indicates that bilingual individuals may be less susceptible...

...Margarita Canal A.; Peter Kesting; David Aponte Castro; Remigiusz Smolinski Purpose Extensive empirical evidence suggests that procedural justice (PJ) and distributive justice (DJ) are key success factors for achieving durable peace negotiations. This paper aims to investigate how complexity...

... process does not show progress toward a negotiated settlement and other third parties have leverage over the conflict parties. However, whether these parallel processes pose a fundamental challenge to the UN-led process depends on how sustained the third parties’ leverage over the conflict parties...

...Kevin Tasa; Mehran Bahmani Purpose The purpose of this study is to predict cooperation in negotiation through the lens of individual differences. Specifically, this paper examines how a social competence variable called “political skill” relates to cooperation and subsequent effects on negotiation...

...Yafan FU; Yangyang Luo Purpose This paper aims to investigate how and when different dimensions of trust and contracts interact to influence the development to negotiation strategies. Specifically, it explores how different dimensions of trust and contracts are combined to influence dispute...

...Kyriaki Fousiani; Kiki Margaretha Maria De Jonge; Georgios Michelakis Purpose The literature regarding the effect of power on negotiation strategies remains scattered and inconsistent. This study aims to propose that the effect of power on negotiation strategies is contingent on contextual...

...Frieder Lempp; Maïs Testa Purpose The purpose of this study is to explore the views of practicing negotiators on their experiences of deception and their strategies for detecting deceptive behavior. A thematic analysis of interview data complements the existing experimental literature on deception...

...Jimena Y. Ramirez-Marin; Adrian Barragan Diaz; Felipe A. Guzman Purpose Drawing from the emotions as social information theory, this paper aims to investigate the differential effects of emotions in inter vs intracultural negotiations. Design/methodology/approach The authors used one face...

...Raphael Schoen Purpose The purpose of this paper is to investigate the implicitly assumed universality of the best seller negotiation literature Getting to Yes by Roger Fisher and William Ury. Design/methodology/approach Existing cross-cultural negotiation literature...

...Jingjing Yao; Jeanne M. Brett Purpose It is important to infer and diagnose whether a negotiator is trustworthy. In international negotiations, people may assume that high-trust nations are more likely to produce more trustworthy negotiators. Does this assumption hold universally? This study aims...

...Mara Olekalns; Philip Leigh Smith Purpose Negotiators are offered limited advice on how to overcome adverse events. Drawing on resilience and coping literatures, this study aims to test the impact of three cognitive processing strategies on negotiators’ subjective and economic value following...

...Jimena Y. Ramirez-Marin; Adrian Barragan Diaz; Sinem Acar-Burkay Purpose Negotiations are often conducted under stress. Previous studies show that stress can help or hurt negotiation outcomes. This study suggests that individual differences explain these effects, and the purpose of this study...

...Jennifer Parlamis; Rebecca Badawy; Julita Haber; Robyn Brouer Purpose This study aims to examine how the fear of appearing incompetent (FAI) and competency pressure relates to negotiation tactics and subjective perceptions in a negotiation. Design/methodology/approach Using a dyadic buyer...