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Articles

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

Mark H Davis, Jake Duggan, Madison Gumprecht, Octavia Loll and Brittany Poulo

2023-07-18 Volume 16 • Issue 3 • 2023 • 230–246

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

Nazli Bhatia, Rosalind Chow, Laurie Weingart and Matthew Diabes

2023-04-04 Volume 16 • Issue 2 • 2023 • 165-188

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

Carolin Schuster, Fieke Harinck and Roman Trötschel

2022-11-22 Volume 16 • Issue 1 • 2023

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

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

2022-11-22 Volume 16 • Issue 2 • 2023 • 100-131

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

David Hunsaker, Teng Zhang and McKenzie Rees

2022-11-22 Volume 16 • Issue 3 • 2023 • 211–229

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

Jan Alexander Häusser, Emma Halfmann and Joachim Hüffmeier

2022-11-01 Volume 16 • Issue 2 • 2023 • 189-210

Qualities and Long-Term Effects of Mediation

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

2022-09-24 Volume 16 • Issue 2 • 2023 • 132-164

Toward a Process Model of First Offers and Anchoring in Negotiations

Wolfram Emanuel Lipp, Remigiusz Smolinski and Peter Kesting

2022-08-03 Volume 16 • Issue 1 • 2023

Lessons from Practice: Extensions of Current Negotiation Theory and Research

Jimena Ramirez-Marin, Daniel Druckman and William A. Donohue

2022-08-03 Volume 15 • Issue 3 • 2022 • Special Issue: Lessons for Practice: Extensions to Current Negotiation Theory and Research

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

Dorit Alt and Yoav Kapshuk

2022-07-27 Volume 16 • Issue 1 • 2023