They also inform what I consider the three primary negotiating styles: competitive, collaborative or diplomatic. I like to think of those styles as embodying the character of a boxer (competitive ...

Bulgarians may take a circuitous approach to negotiations before seeking a mutually beneficial resolution, which will often be screwed up by bureaucracy. Poles often have a communication style ...

By contrast, cultural norms in East Asia lead to a much more aggressive negotiating style driven by competition rather than cooperation. I study culture and negotiation strategy, and trust is a very ...

I wanted to see if negotiating style would change depending on if participants knew what gender they were negotiating with. The way the experiment worked was participants negotiated over a twenty ...