Colleen Tolan, Deborah A Cai, Edward L. Fink

Expectations, Conflict Styles, and Anchors in Negotiation

Mei-Ju Huang

Burnout among Sports Centers’ Frontline Service employees: Does Service Climate matter?

Dominik Sondern, Guido Hertel

Building Negotiator Trust Through Social Presence – Effects of Communication Media and Information Reprocessability on Trust in Negotiations

Mark H Davis, Jake Duggan, Madison mdgumpre@eckerd.edu, Octavia Loll, Brittany Poulo

Testing the assumptions underlying the dual concerns model: the role of motivation and emotion regulation skills

Nazli Bhatia, Rosalind Chow, Laurie Weingart, Matthew Diabes

Your Cost or My Benefit? : Effects of Concession Frames in Distributive Negotiations

David Hunsaker, Teng Zhang, McKenzie Rees

An Angry Face and a Guilty Conscience: The Intrapersonal Effects of Fake Anger in Negotiation

Carolin Schuster, Fieke Harinck, Roman Trötschel

Activating an Integrative Mindset Improves the Subjective Outcomes of Value-Driven Conflicts

Catherine Elizabeth Kleshinski, Kelly Schwind Wilson, D Scott DeRue, Donald E Conlon

Does Justice Need to be in the Eyes of Both Beholders? Examining Face-to-Face and Virtual Negotiators’ Interactional Justice Congruence

Jan Alexander Häusser, Emma Halfmann, Joachim Hüffmeier

Negotiating Through the Night: How Sleep Deprivation Can Affect Negotiation Outcomes

Peter Kaiser, Gerald Eisenkopf, Andrej Marc Gabler, Felix L. B. Lehmann

Qualities and Long-Term Effects of Mediation

Wolfram Emanuel Lipp, Remigiusz Smolinski, Peter Kesting

Toward a Process Model of First Offers and Anchoring in Negotiations

Dorit Alt, Yoav Kapshuk

Linking Achievement Goal Orientation to Socio-Cognitive Conflict Regulation in Higher Education

Patricia Oehlschläger, Sandra Haggenmüller, Uta Herbst, Markus Voeth

The Future of Business Negotiations – Current Trends and New Perspectives on Negotiation Behavior

David Hunsaker, Teng Zhang

Getting off to a “Hot" Start: How the Timing of Expressed Anger Influences Relational Outcomes in Negotiation

Yi-Hui Christine Huang, Qinxian Cai

Negotiating Disciplines: A Model of Integrative Public Relations from a Conflict-Resolution Perspective

Deborah A Cai

From Theory to Practice and Back Again: Lessons from Hostage Negotiation for Conflict Management

Michael A Kern, Amanda G Murphy

What Do You Expect?: Assessing Whether a Situation is “Ripe” for Collaborative Governance

Yadvinder S. Rana, Daniel Druckman, Jesus Canduela

A Turning Points Analysis of Cross-Border Merger and Acquisition Negotiations

Daniel Druckman, William A. Donohue

Working Together: Bridging the Researcher-Practitioner Gap

Michel Mann, Marco Warsitzka, Hong Zhang, Joachim Hüffmeier, Roman Trötschel

When control does not pay off: The dilemma between trade-off opportunities and budget restrictions in B2B negotiations

Julia A.M. Reif, Katharina G. Kugler, Felix C Brodbeck

Gender Differences in Motives for Initiating and Avoiding Negotiations