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
1,873
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
1,355
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
1,215
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
1,158
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
1,111
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
921
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
872
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
There are 2 versions of this paper
Who Wins in Settlement Negotiations?
2nd Annual Conference on Empirical Legal Studies Paper
Number of pages: 64
Posted: 04 Jul 2007
Downloads
796
Who Wins in Settlement Negotiations?
American Law and Economics Review, Vol. 11, No. 1, pp. 162-208, 2009
Posted: 25 Aug 2009
Downloads
796
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
753
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
726
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
705
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
620
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
559
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
544
23.
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
524
24.
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
521
25.
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
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
506
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
467
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
456
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
430
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)
There are 2 versions of this paper
Why are Some Negotiators Better than Others? Opening the Black Box of Bargaining Behaviors
Number of pages: 40
Posted: 02 Feb 2009
Downloads
428
Why are Some Negotiators Better than Others? Opening the Black Box of Bargaining Behaviors
IACM 23rd Annual Conference Paper
Number of pages: 31
Posted: 21 May 2010
Downloads
341
Downloads
428
32.
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
415
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
412
34.
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
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
399
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
387
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
385
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
380
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
374
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.
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
368
43.
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
366
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
354
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
353
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
351
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
332
50.
Personality and Negotiation Performance: The People Matter
Journal of Collective Negotiations (accepted for publication; journal ceased publication December 2014)
Number of pages: 45
Posted: 19 Jan 2015
Last Revised: 20 Jan 2015
Working Paper Series
Western Washington University and Western Washington University
Downloads
324
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