When does expressing anger in negotiations lead to concessions? Although research has
begun to address this question, it has not yet examined the influence of the negotiation …

The rapidly growing body of research on the effect of emotional expressions in negotiation
has been the subject of several narrative reviews. Through meta-analysis, we combine …

This paper proposes a multi-demand negotiation model that takes the effect of human users'
psychological characteristics into consideration. Specifically, in our model each negotiating …

Presenting programmed angry messages to a negotiator has increased concession rates in
a series of recent experiments. But observing responses to a computer or confederate …

This thesis addresses recent calls to investigate the influence of individual differences in a
negotiation context. Specifically, I investigate the impact of the personality difference, action …

Presenting programmed angry messages to a negotiator has increased concession rates in
a series of recent experiments. But observing responses to a computer or confederate …

The thesis examines the role of human motives in the applied setting of a salary negotiation.
It shows positive effects of the dispositional or aroused implicit power motive on salary …

An experiment investigated the hypotheses that strategic behavioral mimicry can facilitate
negotiation outcomes through an increase in perceived power. Specifically, the primary …