Past work on interpersonal assertiveness and organizational effectiveness paints a mixed
picture: some research suggests a positive link, other work highlights negative effects. This …

Negotiations trigger anxiety. Across four studies, we demonstrate that anxiety is harmful to
negotiator performance. In our experiments, we induced either anxiety or neutral feelings …

This study compares negotiation strategy and outcomes in countries illustrating dignity, face,
and honor cultures. Hypotheses predict cultural differences in negotiators' aspirations, use of …

This study considers the dilemma faced by employees every time a colleague requests
knowledge: should they share their knowledge? We use adaptive cost theory and self …

According to a longstanding consensus among researchers, individual differences play a
limited role in predicting negotiation outcomes. This consensus stemmed from an early …

A 2‐round negotiation study provided evidence that positive feelings resulting from one
negotiation can be economically rewarding in a second negotiation. Negotiators …

A series of studies found that the personality dimension of unmitigated communion (HL Fritz
& VS Helgeson, 1998) leads negotiators to make concessions to avoid straining …

Negotiating serves as an essential skill in our daily life, however, it is quite challenging to
negotiate well. Various negotiation training systems have been developed to solve this …

Deception is pervasive in negotiation, and emotions are integral to the deception process. In
this article, we review the theoretical and empirical research on emotions and deception in …

Organizational scholars have systematically studied the negotiation process to guide the
development of general descriptive and prescriptive theory. Descriptive research conducted …