Biblioteca de Negociação

SSRN – Using a simulated, two-party negotiation, we examined how trustworthiness and power balance affected deception. To trigger deception, we used an issue that had no value for one of the two parties. We found that deception was lower when the other party was perceived as reliable, predictable or as having shared goals. Deception increased [...]

SSRN – We explore how situational factors moderate gender differences in negotiation. We conduct a baseline study with MBA students and 2 experiments with laboratory participants. In Study 1, males (vs. females) report significantly higher performance targets and agreement payoffs within a structurally ambiguous negotiation. Study 2 reveals a significant interaction between gender and structural [...]

SSRN – Although reputation is claimed to be a potential source of power in a negotiation, it is one of the most under researched aspects of the bargaining process. This paper extends current understanding of reputation in negotiation by presenting a model that explains the construction process of reputation in the negotiation context. We review [...]