ABSTRACT
Negotiation processes pervade our daily lives. Whether we are buying a house, negotiating a contract at work, or bargaining with a spouse to see a movie, we often decide among an array of options through exchanges with others. Although negotiation is associated with collective bargaining (Stevens, 1963), buyer-seller transactions (Karass, 1970), and international diplomacy (Lall, 1966), interest in negotiation has expanded and scholars have found it fruitful to study negotiation in the workplace (Strauss, 1978), marital settings (Scanzoni & Godwin, 1990), and legal contexts (Van Koppen, 1990).
