Theory on culture and influence in negotiation predicts cultural differences along the lines of informational versus relational persuasion. We review empirical findings that do not offer consistent support for the existing theory. We then uncover […]
Negotiation is a process that creates, reinforces, and reduces gender inequality in organizations, yet the study of gender in negotiation has little connection to the study of gender in organizations. We review the literature on […]
This article analyzes the differences in the meaning and significance of “compliance” in traditional “command and control” regulation and “cap and trade” regulation. Unlike traditional regulatory programs, cap and trade programs are often able to […]
Negotiation is a part of our daily routine. Most of us enter into at least two significant negotiation situations daily where positive outcomes are very important for us. Our negotiation partners include colleagues, friends, bosses, […]
This piece reviews three recent books on the significance of emotion in negotiation and dispute resolution (Fisher & Shapiro: Beyond Reason: Using Emotions as You Negotiate; Peter Ladd: Mediation, Conciliation and Emotion: A Practitioner’s Guide […]
I present in this paper an integrated framework for structuring and evaluating dynamic and sequential climate change decision making in the international arena taking into account influence processes occurring during negotiation rounds. The analysis integrates […]
In situations in which consumers and sellers negotiate on price, the seller’s goal is to complete the sale at a profitable price. We demonstrate that sellers that pair a discounted offer with a favor request […]
The global environment of business has become exceedingly complex as more and more corporations and private entrepreneurs compete to expand their market-share and differentiate their brands in the world marketplace. Globalization has increased consumer awareness, […]
Cost allocations have befuddled managers around the world for over a century. The need for objective, actionable cost accounting data is frustrated not just by the difficult theoretical issues in distinguishing among various classes of […]
People interacting with people from other cultures often feel ‘lost’. Lacking familiar attitudes, beliefs, behaviors, procedures or structures that shape day-to-day interactions, people in cross-cultural situations often get disoriented, make mistakes and spend time and […]
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