Volume 15 • Issue 4 • 2022 • Lessons for Practice: Extensions to Current Negotiation Theory and Research

Editors: Daniel Druckman (Guest Editor), Jimena Ramirez-Marin (Guest Editor), William A. Donohue (Guest Editor)

Special Issue Article


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

Michael A Kern and Amanda G Murphy

2022-04-06 Volume 15 • Issue 4 • 2022 • Lessons for Practice: Extensions to Current Negotiation Theory and Research

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

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

2022-04-06 Volume 15 • Issue 4 • 2022 • Lessons for Practice: Extensions to Current Negotiation Theory and Research

Article


Gender Differences in Motives for Initiating and Avoiding Negotiations

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

2022-01-26 Volume 15 • Issue 4 • 2022 • Lessons for Practice: Extensions to Current Negotiation Theory and Research

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

David Hunsaker and Teng Zhang

2022-07-17 Volume 15 • Issue 4 • 2022 • Lessons for Practice: Extensions to Current Negotiation Theory and Research