ABSTRACT
Negotiation has become an increasingly important topic in industrial and organizational psychology and human resource management in recent years because of a variety of shifts in the marketplace, including globalization, corporate restructuring, workforce mobility, and the shift toward a service-sector economy (Neale & Bazerman, 1991). Other factors include increases in self-employed contractors, the diversified nature of the workforce, greater use of cross-functional teams, and renegotiation.
