Volume 72 (2018), Edition 1

First offers are powerful anchors that strongly determine the outcome of a negotiation. To gain deeper insights into the power of first offers, we adopt a process-oriented view and analyze the impact of first offers on single subsequent concessions,...

Although the majority of negotiations are characterized by interruptions, surprisingly little research has been conducted thus far on the breaks in the negotiation process. Despite the fact that former studies focus almost exclusively on how breaks...