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Hierarchical Team Structures Limit Joint Gain in Interteam Negotiations: The Role of Information Elaboration and Value-Claiming Behavior.

Publication Type: Academic Journal

Source(s): Academy of Management Journal. Oct2023, Vol. 66 Issue 5, p1586-1616. 31p.

Abstract: Although teams of negotiators are widely assumed to be better at unlocking integrative solutions compared to individual negotiators, the interteam negotiation context is characterized by unique challenges that can make effective collaboration between t...

Lying about Reservation Prices in Business Negotiation: A Qualified Defense.

Publication Type: Academic Journal

Source(s): Business Ethics Quarterly. Oct2023, Vol. 33 Issue 4, p763-776. 14p.


Abstract: This essay offers a philosophical defense of deception about reservation prices in business negotiation. Its discussion is prompted by arguments that Charles N.C. Sherwood makes in a recent issue of Business Ethics Quarterly and develops ideas I put fo...

Moral Repair: Toward a Two-Level Conceptualization.

Publication Type: Academic Journal

Source(s): Business Ethics Quarterly. Oct2023, Vol. 33 Issue 4, p732-762. 31p.

Abstract: Moral repair is an important way for firms to heal moral relationships with stakeholders following a transgression. The concept is rooted in recognition theory, which is often used to develop normative perspectives and prescriptions, but the same theor...

How to Negotiate with a Liar.

Publication Type: Periodical

Source(s): Harvard Business Review. Winter2023 Special issue, p70-74. 5p. 1 Color Photograph.


Abstract: People, including negotiators, lie every day, so when you’re trying to make a deal, it’s important to defend against deception. The best strategy, says the author, is to focus not on detecting lies but on preventing them. She outlines five tactics that...

The Social Contract in Miniature: How Virtual Bargaining Supports Team Production.

Publication Type: Academic Journal

Source(s): Academy of Management Review. Jul2023, Vol. 48 Issue 3, p432-462. 31p. 3 Charts, 4 Graphs.

Abstract: The ability of teams to self-organize and engage in spontaneous collaboration is crucial to 21st-century organizations. The large extent of nonroutine activities in such organizations hampers the effectiveness of traditional management instruments, suc...

Painted Water—A Concept to Shape Water Negotiation Strategies in Shared River Basins.

Publication Type: Academic Journal

Source(s): Water (20734441). Oct2023, Vol. 15 Issue 19, p3343. 19p.

Abstract: In a transboundary river basin, downstream states frequently express concerns regarding the potential utilization of water resources by upstream states as a tool for exerting coercion. This fact contributes to instilling doubt in the applicability of n...

Delay to Deal: Bargaining with Indivisibility and Round-Dependent Transfer.

Publication Type: Academic Journal

Source(s): Games (20734336). Oct2023, Vol. 14 Issue 5, p60. 8p.


Abstract: We examine a bargaining game in which players cannot make arbitrary offers. Instead, players alternately decide whether to accept or delay, and are rewarded with an indivisible portion and a perishable transfer that depends on the round. Our analysis d...


Publication Type: Academic Journal

Source(s): Studia Universitatis Babes-Bolyai, Europaea. Jul2023, Vol. 68 Issue 1, p345-359. 15p.

Abstract: The paper focuses on two concepts developed by William Zartman, namely "ripe moments" and "mutually hurting stalemates". Basically, the concepts tackle the idea of certain proper moments for the beginning of peace talks when the parties to the conflict...

“Este no es tu lugar”. Límites a la participación de las mujeres en el proceso de paz de la ONU para Siria.

Publication Type: Academic Journal

Source(s): Colombia Internacional. Jul-Sep2023, Issue 115, p85-112. 28p.

Abstract: Objetivo/contexto: mais de 20 anos após a aprovação da Resolução 1.325 do Conselho de Segurança, que destaca a importância da participação de mulheres na construção da paz, elas continuam sendo sistematicamente excluídas das mesas de negociação. Neste ...

Price and Quantity Competition under Vertical Pricing.

Publication Type: Academic Journal

Source(s): Games (20734336). Aug2023, Vol. 14 Issue 4, p53. 8p.


Abstract: We consider a vertically related market where one quantity-setting and another price-setting downstream firm negotiate the terms of a two-part tariff contract with an upstream input supplier. In contrast to the traditional belief, we show that the pric...