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Two-Party Negotiations eJournal

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Viewing: 1 - 50 of 147 papers

1.

Gender as a Situational Phenomenon in Negotiation

IACM 15th Annual Conference; and KSG Working Paper No. RWP02-037
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 1,167
2.

'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 894
3.

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

IACM 15th Annual Conference
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 835
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 802
5.

Three Faces of Competitive Intelligence

Number of pages: 20 Posted: 22 Feb 2007
Working Paper Series
Chiricahua Apache Nation
Downloads 786
6.

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 729
7.

Managing Anxiety in Negotiated Decision-Making

Tuck School of Business at Dartmouth Working Paper No. 02-05
Number of pages: 27 Posted: 07 Feb 2002
Working Paper Series
Tuck School of Business at Dartmouth
Downloads 706
8.

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

IACM 18th Annual Conference
Number of pages: 29 Posted: 07 Jun 2005
Working Paper Series
Indiana University Bloomington - School of Public & Environmental Affairs (SPEA), Indiana University Bloomington - School of Public & Environmental Affairs (SPEA) and Indiana University Bloomington - School of Public & Environmental Affairs (SPEA)
Downloads 692
9.

Bargaining Power as Threat of Impasse

UCLA School of Law, Law & Economics Research Paper No. 04-6
Number of pages: 6 Posted: 14 Mar 2004
Working Paper Series
UCLA School of Law
Downloads 672
10.

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 641
11.

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, University of Bergamo - Department of Management, Economics and Quantitative Methods and University of Catania, Italy
Downloads 611
12.

Direct and Representative Negotiation: A Principal-Agent Authority Continuum

IACM 15th Annual Conference
Number of pages: 32 Posted: 22 Mar 2002
Working Paper Series
University of Toronto - Rotman School of Management
Downloads 568
13.

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 556
14.

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

IACM 15th Annual Conference
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 555
15.

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 543
16.

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 538
17.

Disconnecting Outcomes and Evaluations: The Role of Negotiator Reference Points

IACM 15th Annual Conference
Number of pages: 30 Posted: 22 Mar 2002
Working Paper Series
Columbia Business School - Management, University of Cologne and Northwestern University - Kellogg School of Management
Downloads 497
18.

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 Law and Northwestern University - Kellogg School of Management
Downloads 481
19.

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 475
20.

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 – The Dickson Poon School of Law
Downloads 460
21.

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
Amsterdam Law School
Downloads 417
22.

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 414
23.

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: 16 Dec 2017
Accepted Paper Series
Creighton University Graduate School - Department of Interdisciplinary Studies
Downloads 410
24.

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 Purdue University
Downloads 394
25.

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/EBAPE and University of California, Berkeley - Haas School of Business
Downloads 393
26.

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

AoM Conflict Management Division 2002 Mtgs. No. 13927
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 365
27.

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

IACM 15th Annual Conference
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 354
28.

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 353
29.

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 345
30.

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

AoM Conflict Management Division 2002 Mtgs. No. 12776
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 Business School - Management
Downloads 344
31.

Negotiations in Embedded Relationships: Toward an Integrative Framework

AoM Conflict Management Division 2002 Mtgs. No. 13898
Number of pages: 27 Posted: 07 Aug 2002
Working Paper Series
Boston College - Organization Studies Department
Downloads 337
32.

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 331
33.

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 330
34.

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, Columbia University and Columbia Business School - Management
Downloads 327
35.

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 319
36.

Aegean Territorial Waters Conflict: An Evolutionary Narrative

16th Annual IACM Conference Melbourne, Australia
Number of pages: 36 Posted: 19 May 2003
Working Paper Series
Bilkent University - Department of International Relations
Downloads 315
37.

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 311
38.

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 304
39.

Focusing Failures in Competitive Environments: Explaining Decision Errors in the Monty Hall Game, the Acquiring a Company Problem, and Multi-Party Ultimatums

16 Journal of Behavioral Decision Making 353-374 (2003), Harvard PON Working Paper No. 02-15, Harvard NOM Working Paper No. 02-15; , Harvard Business School Working Paper No. 02-080
Number of pages: 47 Posted: 17 Aug 2003 Last Revised: 14 Mar 2015
Accepted Paper Series
Notre Dame Law School and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 301
40.

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 296
41.

Collaborative Lawyers' Duties to Screen the Appropriateness of Collaborative Law and Obtain Clients' Informed Consent to Use Collaborative Law

Ohio State Journal on Dispute Resolution, Vol. 25, p. 347, 2010, University of Missouri School of Law Legal Studies Research Paper No. 2009-06
Number of pages: 87 Posted: 05 Apr 2009 Last Revised: 02 Jun 2010
Accepted Paper Series
University of Missouri School of Law and UCLA School of Law
Downloads 295
42.

On the Robustness of the Winner's Curse Phenomenon

Harvard Business School Working Paper No. 03119; Harvard PON Working Paper
Number of pages: 39 Posted: 16 Feb 2005
Working Paper Series
University of Exeter Business School - Department of Economics, Ben-Gurion University of the Negev - Department of Education and Harvard Business School - Negotiations, Organizations and Markets Unit
Downloads 294
43.

Fifteen Years in the Trenches: Auditor-Client Negotiations Exposed and Explored

Number of pages: 79 Posted: 03 Dec 2011
Working Paper Series
Queen's University - Smith School of Business

Multiple version iconThere are 2 versions of this paper

Downloads 288
44.

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 287
45.

Do I Need to Be a Tough Negotiator All the Time?: Relationship between Negotiators and the Concession Timing Effect

AoM Conflict Management Division 2002 Mtgs. No. 13914
Number of pages: 30 Posted: 16 Aug 2002
Working Paper Series
Korea University Business School (KUBS)
Downloads 283
46.

Organization and Bargaining: Sales Process Choice at Auto Dealerships

Management Science, September 2013, Vol. 59 No. 9 2003-2018
Number of pages: 34 Posted: 10 Dec 2012 Last Revised: 07 Sep 2013
Accepted Paper Series
Duke University - Fuqua School of Business
Downloads 276
47.

Profit Maximization Versus Disadvantageous Inequality: The Impact of Self-Categorization

Harvard PON Working Paper
Number of pages: 29 Posted: 16 Feb 2005
Working Paper Series
University of Michigan, Notre Dame Law School, Harvard Business School - Negotiations, Organizations and Markets Unit and Stanford Graduate School of Business
Downloads 275
48.

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 267
49.

Getting Off on the Right Foot: Subjective Value versus Economic Value in Predicting Longitudinal Job Outcomes from Job Offer Negotiations

Journal of Applied Psychology, Forthcoming
Number of pages: 37 Posted: 26 Mar 2007 Last Revised: 28 Jul 2008
Working Paper Series
Massachusetts Institute of Technology (MIT) - Sloan School of Management, Washington University in St. Louis, Olin School of Business and University of California, Berkeley - Haas School of Business
Downloads 267
50.

Identifying Bias Through Post-Report Interactions

Number of pages: 54 Posted: 11 Apr 2014 Last Revised: 30 Apr 2019
Working Paper Series
Isenberg School of Management, University of Massachusetts Amherst, Cornell University - Samuel Curtis Johnson Graduate School of Management, Princeton University and Cornell University
Downloads 265