...Marc Mertes; Dana Kunz; Joachim Hüffmeier; Simon Columbus Negotiation impasses can have severe negative consequences, but only little research attention has been devoted to investigating their causes. Studies on distributive concession making (i.e., high demands and low concessions) as a cause...

...Johann M. Majer; Martin Schweinsberg; Hong Zhang; Roman Trötschel; Brenton Wiernik Conflict management scholars study mixed-motive negotiation situations with cooperative and competitive incentives predominantly through multi-issue negotiation tasks in experimental studies. Intriguingly...