This book explores the major concepts and theories of the psychology of bargaining and
negotiation, and the dynamics of interpersonal and intergroup conflict and its resolution. It is …

It explores the major concepts and theories of the psychology of bargaining and negotiation,
and the dynamics of interpersonal and inter-group conflict and its resolution. Twelve of the …

Organizational scholars have long touted the myriad benefits of trust for organizational
functioning and performance. Recent surveys, however, document pervasive deficits in such …

Trust is critical for organizations, effective management, and efficient negotiations, yet trust
violations are common. Prior work has often assumed trust to be fragile—easily broken and …

We explored the moderating role of trust in authorities in the positive effect of procedural
fairness of the tax office on voluntary compliance with tax authorities. Building on fairness …

The language of virtue is gaining wider appreciation in the philosophical, psychological, and
management literatures. Ethicists and social scientists aim to integrate normative and …

Using trust games, we study how promises and messages are used to build new trust where
it did not previously exist and to rebuild damaged trust. In these games, trustees made non …

This paper examines the role of internal and external social comparisons in negotiator
satisfaction. Internal comparisons involve another party to the negotiation (eg, buyer …

The present research examined the idea that the effectiveness of apologies on promoting
fairness perceptions depends on how meaningful and sincere the apology is experienced …

The topic of moral repair in the aftermath of breaches of trust and harmdoing has grown in
importance within the past few years. In this paper, we present the results of a qualitative …