International Journal of Conflict Management: Volume 20 Issue 3

Proposal sequence and the endowment effect in negotiations

Amira Galin

The purpose of this paper is to investigate whether changing the sequence of proposals during negotiations and changing the order of the responding options might minimize the…

Conflicts in top management teams and team/firm outcomes: The moderating effects of conflict‐handling approaches

Jun Liu, Pingping Fu, Songbo Liu

The purpose of this paper is to examine how different conflict‐handling approaches moderate the relationship between conflicts and TMT as well as firm performance by adopting the…

Relationship, task and process conflicts on team performance: The moderating role of communication media

Edurne Martínez‐Moreno, Pilar González‐Navarro, Ana Zornoza, Pilar Ripoll

The purpose of this paper is to examine which communication contexts – virtual or traditional interactions – is more disruptive or beneficial to the effects of intragroup…

Gender and creation of value in mixed‐motive negotiation

Edward W. Miles, Margaret M. LaSalle

The purpose of this paper is to present how previous research has shown that, in negotiations that have integrative potential, men negotiate greater outcomes than do women. The…

The effects of ethical climate on group and individual level deception in negotiation

Sarah Stawiski, R. Scott Tindale, Amanda Dykema‐Engblade

The purpose of this paper is to investigate the effects of ethical climate on the use of deception during negotiation for both individuals and groups. It aims to focus on the use…