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Two-Party Negotiations eJournal

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Viewing: 1 - 50 of 153 papers

1.

Negotiation via Videoconferencing

In Honeyman, C. & Schneider, A.K. (eds.) The Negotiator's Desk Reference. St Paul: DRI Press (2017)
Number of pages: 20 Posted: 05 Sep 2017 Last Revised: 24 Mar 2020
Accepted Paper Series
Creighton University Graduate School - Department of Interdisciplinary Studies
Downloads 1,854
2.

Nonverbal Communication in Negotiation

In Honeyman, C. & Schneider, A.K. (eds.) The Negotiator's Desk Reference. St Paul: DRI Press
Number of pages: 23 Posted: 13 Mar 2018 Last Revised: 15 May 2018
Accepted Paper Series
Lipscomb University - Institute for Conflict Management, Creighton University Graduate School - Department of Interdisciplinary Studies and Monash University - Faculty of Law
Downloads 1,315
3.

Gender as a Situational Phenomenon in Negotiation

Number of pages: 41 Posted: 29 Mar 2002
Working Paper Series
Harvard University - Harvard Kennedy School (HKS) and Carnegie Mellon University - H. John Heinz III School of Public Policy and Management
Downloads 1,214
4.

Negotiation Is Changing

Journal of Dispute Resolution, Vol. 2017 (1), 99-143.
Number of pages: 46 Posted: 11 Feb 2017 Last Revised: 09 Aug 2017
Accepted Paper Series
Creighton University Graduate School - Department of Interdisciplinary Studies
Downloads 1,156
5.

Multiple Equivalent Simultaneous Offers (MESOs) Reduce the Negotiator Dilemma: How a Choice of First Offers Increases Economic and Relational Outcomes

2. Leonardelli, G.J., Gu, J., McRuer, G., Medvec, V., & Galinsky, A.D. (2019). Multiple equivalent simultaneous offers (MESOs) reduce the negotiator dilemma: How a choice of first offers increases economic and relational outcomes. Organizational Behavior and Human Decision Processes, 152, 64-82
Number of pages: 20 Posted: 01 Jun 2005 Last Revised: 13 Jun 2019
Accepted Paper Series
University of Toronto - Rotman School of Management, Monash University - Department of Management, affiliation not provided to SSRN, Northwestern University - Kellogg School of Management and Columbia University - Columbia Business School, Management
Downloads 1,108
6.

Spirals of Trust: Identifying the Factors that Shape and Sustain Trust in Negotiation

Number of pages: 33 Posted: 29 Mar 2002
Working Paper Series
University of Melbourne - Melbourne Business School, University of Melbourne - Department of Psychology and University of Melbourne - Department of Psychology
Downloads 920
7.

'Professor, How Much Work Do You Expect Me to Do?' - Setting Expectations for Class Preparation

Number of pages: 4 Posted: 19 Jun 2001
Case and Teaching Paper Series
University of Virginia - Darden School of Business
Downloads 901
8.

From 'Strategic Fit' to Synergy Evaluation in M&A Deals

Caspian Journal of Applied Sciences Research, 1(12):25-38, 2012
Number of pages: 14 Posted: 21 Oct 2012 Last Revised: 03 Dec 2012
Accepted Paper Series
University of Palermo - d/SEAS, U. of Palermo and University of Catania, Italy
Downloads 858
9.

Three Faces of Competitive Intelligence

Number of pages: 20 Posted: 22 Feb 2007
Working Paper Series
Chiricahua Apache Nation
Downloads 838
10.

Who Wins in Settlement Negotiations?

2nd Annual Conference on Empirical Legal Studies Paper
Number of pages: 64 Posted: 04 Jul 2007
Working Paper Series
UCLA School of Law and University of California, Los Angeles - School of Law

Multiple version iconThere are 2 versions of this paper

Downloads 793
11.

The Role of Law in Settlement

THE HANDBOOK OF DISPUTE RESOLUTION, pp. 254-276, Michael L. Moffit & Robert C. Bordone, eds., Jossey-Bass, 2005, UCLA School of Law Research Paper No. 04-17
Number of pages: 14 Posted: 06 Oct 2004
Accepted Paper Series
UCLA School of Law
Downloads 745
12.

Managing Anxiety in Negotiated Decision-Making

Number of pages: 27 Posted: 07 Feb 2002
Working Paper Series
Tuck School of Business at Dartmouth
Downloads 741
13.

Organizational Justice and Dispute Resolution: A Six-Factor Model for Workplace Mediation

Number of pages: 29 Posted: 07 Jun 2005
Working Paper Series
Indiana University Bloomington - School of Public & Environmental Affairs (SPEA), Indiana University Bloomington - Paul H. O'Neill School of Public and Environmental Affairs and Indiana University Bloomington - School of Public & Environmental Affairs (SPEA)
Downloads 725
14.

Bargaining Power as Threat of Impasse

Number of pages: 6 Posted: 14 Mar 2004
Working Paper Series
UCLA School of Law
Downloads 720
15.

Silence is Golden: Extended Silence, Deliberative Mindset, and Value Creation in Negotiation

Curhan, J. R., Overbeck, J. R., Cho, Y., Zhang, T., Yang, Y. (2020). Silence is golden: Extended silence, deliberative mindset, and value creation in negotiation. Journal of Applied Psychology, Forthcoming, MIT Sloan Research Paper No. 5671-18
Number of pages: 55 Posted: 03 Feb 2021 Last Revised: 29 Sep 2021
Accepted Paper Series
Massachusetts Institute of Technology (MIT) - Sloan School of Management, University of Melbourne - Melbourne Business School, University of La Verne, Penn State Harrisburg and ShanghaiTech University - School of Entrepreneurship and Management
Downloads 690
16.

Direct and Representative Negotiation: A Principal-Agent Authority Continuum

Number of pages: 32 Posted: 22 Mar 2002
Working Paper Series
University of Toronto - Rotman School of Management
Downloads 646
17.

The EU and the Brexit Negotiations: Institutions, Strategies and Objectives

UCL European Institute, 2018
Number of pages: 11 Posted: 11 Nov 2018
Accepted Paper Series
UCL European Institute
Downloads 598
18.

Calling Your Bluff: How Prosecutors and Defense Attorneys Adapt Plea Bargaining Strategies to Increased Formalization

Justice Quarterly, Vol. 26, 2009
Number of pages: 40 Posted: 05 May 2008 Last Revised: 17 Feb 2012
Accepted Paper Series
Seattle University School of Law
Downloads 597
19.

Bargaining on the Red-Eye: New Light on Contract Theory

NYU Law and Economics Research Paper No. 08-21
Number of pages: 61 Posted: 06 May 2008 Last Revised: 14 May 2008
Working Paper Series
New York University School of Law
Downloads 590
20.

Thinking Deep and Feeling Good: Cognitive Motivation and Positive Affect in Negotiations

Number of pages: 25 Posted: 29 Mar 2002
Working Paper Series
Norwegian School of Economics (NHH) - Department of Strategy and Management, Norwegian School of Economics (NHH) - Department of Strategy and Management and Norwegian School of Economics (NHH) - Department of Strategy and Management
Downloads 566
21.

Rethinking the Fairness Hypothesis: Procedural Justice in Simple Bargaining Games

Number of pages: 27 Posted: 17 Dec 2007
Working Paper Series
University of Connecticut Department of Economics
Downloads 558
22.

Negotiation Via Text Messaging

In Honeyman, C. & Schneider, A.K. (eds.) The Negotiator's Desk Reference. St Paul: DRI Press
Number of pages: 18 Posted: 29 Jan 2018
Accepted Paper Series
Creighton University Graduate School - Department of Interdisciplinary Studies
Downloads 538
23.

Disconnecting Outcomes and Evaluations: The Role of Negotiator Reference Points

Number of pages: 30 Posted: 22 Mar 2002
Working Paper Series
Columbia University - Columbia Business School, Management, University of Cologne and Northwestern University - Kellogg School of Management
Downloads 520
24.

Disputants' Perceptions of Dispute Resolution Procedures: A Longitudinal Empirical Study

UC Davis Legal Studies Research Paper No. 130
Number of pages: 46 Posted: 11 Mar 2008 Last Revised: 14 Mar 2008
Working Paper Series
University of California, Davis - School of LawUniversity of California, Davis - School of Law and Northwestern University - Kellogg School of Management
Downloads 519
25.

The Efficiency of Negotiations with Uncertainty and Multi-Dimensional Deals

Johns Hopkins Carey Business School Research Paper No. 21-14
Number of pages: 36 Posted: 30 Apr 2018 Last Revised: 09 Dec 2021
Working Paper Series
Stanford University - Department of Economics, Stanford University - Department of Economics, Johns Hopkins University - Carey Business School, Monash University - Department of Economics and George Mason University - Department of EconomicsDerasat
Downloads 510
26.

Bargaining Power in Sequential Contracting

Simon School of Business Working Paper No. FR 01-09
Number of pages: 38 Posted: 11 Sep 2001
Working Paper Series
Duke University - Fuqua School of Business, Economics Group and University of Rochester - Simon Business School
Downloads 505
27.

Human Rights: A Speed Bump for Arbitral Procedures? An Exploration of Safeguards in the Acceleration of Justice

International Arbitration Law Review, Vol. 9, No. 1, p. 8, 2006
Number of pages: 16 Posted: 18 Apr 2006
Accepted Paper Series
King's College London
Downloads 501
28.

Attorneys, Apologies, and Settlement Negotiation

Harvard Negotiation Law Review, Forthcoming, Illinois Public Law Research Paper No. 08-05, U Illinois Law & Economics Research Paper No. LE08-033
Number of pages: 43 Posted: 17 Oct 2008 Last Revised: 17 Dec 2008
Accepted Paper Series
University of Illinois College of Law
Downloads 465
29.

Trust and Collaboration in the Aftermath of Conflict: The Effects of Contract Structure

Academy of Management Journal, 2011, 54(5): 981-998
Number of pages: 40 Posted: 04 May 2011 Last Revised: 04 Feb 2016
Accepted Paper Series
Harvard Business School - Negotiation, Organizations & Markets Unit and University of Hong Kong
Downloads 453
30.

Arbitration versus Settlement

Revue Economique, Forthcoming, Amsterdam Center for Law & Economics Working Paper No. 2007-02
Number of pages: 19 Posted: 21 Feb 2007
Accepted Paper Series
University of Amsterdam
Downloads 429
31.

Why are Some Negotiators Better than Others? Opening the Black Box of Bargaining Behaviors

Number of pages: 40 Posted: 02 Feb 2009
Working Paper Series
Washington University in St. Louis, Olin School of Business, Massachusetts Institute of Technology (MIT) - Sloan School of Management, University of Pennsylvania - The Wharton School, University of California, Berkeley - Haas School of Business and Massachusetts Institute of Technology (MIT)

Multiple version iconThere are 2 versions of this paper

Downloads 427
32.

Gaming Emotions in Social Interactions

Journal of Consumer Research, April 2009
Number of pages: 47 Posted: 25 Jan 2008 Last Revised: 15 Jun 2009
Accepted Paper Series
FGV/EBAPEaffiliation not provided to SSRN and University of California, Berkeley - Haas School of Business
Downloads 410
33.

Debriefing the Debrief

Ohio State Public Law Working Paper No. 202
Number of pages: 33 Posted: 18 Apr 2013
Working Paper Series
Ohio State University (OSU) - Michael E. Moritz College of Law, Zefat Academic College - School of Law, Centre for Effective Dispute Resolution (CEDR), Cleveland State University, National University of Singapore (NUS) - Faculty of Law and Mitchell Hamline School of Law Dispute Resolution Institute
Downloads 408
34.

Dealing with Miscommunication, Distrust, and Emotions in Online Dispute Resolution

TISCO Working Paper Series on Access to Justice, Dispute Resolution & Conflict System Design No. 004/2010, Tilburg Law School Research Paper No. 016/2010
Number of pages: 41 Posted: 07 Jul 2010 Last Revised: 22 Jun 2014
Working Paper Series
Tilburg Institute for Interdisciplinary Studies of Civil Law and Conflict Resolution Systems (TISCO)
Downloads 405
35.

Risk Allocation in Acquisitions: The Uses and Value of MAE-Exclusions.

Number of pages: 56 Posted: 22 Apr 2009 Last Revised: 04 Oct 2011
Working Paper Series
Baylor University
Downloads 396
36.

Iron Fist in a Velvet Glove: Gender/Professional Identity Integration Promotes Women's Negotiation Performance

Number of pages: 129 Posted: 18 Jun 2014 Last Revised: 10 Oct 2014
Working Paper Series
Tel-Aviv University, University of Oregon, Duke University - Marketing and Columbia University - Columbia Business School, Management
Downloads 385
37.

Interdependent Self-Construals Increase the Benevolent Use of Power in a Dispute Resolution

Number of pages: 24 Posted: 06 Aug 2002
Working Paper Series
Northwestern University - Department of Psychology, Northwestern University - Department of Psychology and Northwestern University - Kellogg School of Management
Downloads 384
38.

The Nuisance Settlement 'Problem': The Elusive Truth and a Clarifying Proposal

American Journal of Trial Advocacy, Vol. 31, 2008
Number of pages: 60 Posted: 28 Aug 2007 Last Revised: 05 Jul 2008
Accepted Paper Series
John Marshall Law School, Atlanta
Downloads 379
39.

From Self-Prediction to Self-Defeat: The Effect of Expecting a Competitive Opponent on Negotiator Predictions, Behaviors, and Outcomes

Number of pages: 30 Posted: 16 Sep 2002
Working Paper Series
University of Utah - Department of Management, University of Notre Dame - Department of Management & Administration Sciences and Columbia University - Columbia Business School, Management
Downloads 372
40.

Claiming a Large Slice of a Small Pie: Asymmetric Disconfirmation in Negotiation

Number of pages: 69 Posted: 10 Mar 2006
Working Paper Series
Duke University - Fuqua School of Business and University of Chicago - Booth School of Business
Downloads 371
41.

Identifying Insincere and Sincere Bias Through Post-Report Interactions

Number of pages: 60 Posted: 11 Apr 2014 Last Revised: 26 Jan 2021
Working Paper Series
Isenberg School of Management, University of Massachusetts Amherst, Cornell University - Samuel Curtis Johnson Graduate School of Management, affiliation not provided to SSRN and affiliation not provided to SSRN
Downloads 369
42.

Caught Telling the Truth: Effects of Honesty and Communication Media in Distributive Negotiations

Number of pages: 31 Posted: 29 Mar 2002
Working Paper Series
Olin Business School, Washington University, affiliation not provided to SSRN and University of Missouri at Saint Louis - Department of Psychology
Downloads 364
43.

On the Role of Personality, Cognitive Ability, and Emotional Intelligence in Predicting Negotiation Outcomes: A Meta-Analysis

Number of pages: 75 Posted: 21 Jun 2013
Working Paper Series
Washington University in St. Louis - John M. Olin Business School, Washington University in St. Louis - John M. Olin Business School and Washington University in St. Louis, Olin School of Business
Downloads 360
44.

Negotiations in Embedded Relationships: Toward an Integrative Framework

Number of pages: 27 Posted: 07 Aug 2002
Working Paper Series
Boston College - Organization Studies Department
Downloads 353
45.

Aegean Territorial Waters Conflict: An Evolutionary Narrative

Number of pages: 36 Posted: 19 May 2003
Working Paper Series
Bilkent University - Department of International Relations
Downloads 351
46.

Loose with the Truth: Predicting Deception in Negotiation

IACM 18th Annual Conference
Number of pages: 31 Posted: 07 Jun 2005
Working Paper Series
University of Melbourne - Melbourne Business School and University of Melbourne - Department of Psychology
Downloads 350
47.

Neither Strategic Nor Selfish: Individualistic Negotiators and Their Behavior Over Time

IACM 15th Annual Conference
Number of pages: 18 Posted: 25 Mar 2002
Working Paper Series
Baruch College, Northwestern University - Kellogg School of Management and Carnegie Mellon University - David A. Tepper School of Business
Downloads 341
48.

An Empirical Analysis of Collaborative Practice

Family Court Review, Vol. 49, pp. 257-281, April 2011, University of Missouri School of Law Legal Studies Research Paper No. 2011-10
Number of pages: 33 Posted: 11 Apr 2011
Accepted Paper Series
University of Missouri School of Law
Downloads 340
49.

Considering Final Offer Arbitration to Resolve Public Sector Impasses in Times of Concession Bargaining

Ohio State Journal on Dispute Resolution, 2012
Number of pages: 27 Posted: 07 Feb 2012 Last Revised: 15 Feb 2012
Accepted Paper Series
Northern Kentucky University - College of Business and Ohio Northern University - Pettit College of Law
Downloads 331
50.

Teaching (About) Mindfulness: A Tale of Two Courses

Number of pages: 25 Posted: 03 May 2016 Last Revised: 07 Sep 2016
Working Paper Series
University of Colorado Law School
Downloads 323