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While classical exchange theorists excluded bargaining from the scope of their theories, most contemporary theorists have done the opposite, concentrating exclusively on negotiated exchanges with binding agreements. This chapter describes the theoretical logic and empirical results of a new program of research comparing the effects of reciprocal and negotiated forms of exchange. As the work shows, fundamental differences between the two forms of exchange affect many of the processes addressed by current theories. Reciprocal exchanges produce weaker power use, greater feelings of trust and affective commitment, and stronger perceptions of the partner’s fairness than equivalent negotiated exchanges. I discuss the implications of this work for theories of exchange and social interaction, and outline future directions for the next phase of the research program.

The purpose of this study is to understand how the degree of congruence between buyers’ and sellers’ intentions to negotiate impacts buyers’ postpurchase emotions and attitudes. In addition, the study examines whether buyers’ self-confidence and negotiation expertise can increase buyers’ perceptions of control and regret, as well as buyers’ postpurchase satisfaction and enjoyment with the purchase. Traditionally, marketplace exchanges have been classified as either fixed price or negotiated. The present research treats marketplace exchanges along a continuum of intention congruence to test the relationships between intention congruence and outcome variables of control, regret, satisfaction and enjoyment with the purchase.

The authors studied the perceived difference between buyers' and sellers' intentions to negotiate and how the difference impacts buyers' postpurchase attitudinal and emotional outcomes. A mail survey of automobile buyers resulted in a sample of 291 respondents. An automobile is a significant and irreversible purchase for a buyer. Thus, automobile markets often host transactions that evoke dissonance and regret for buyers if things go awry. In addition, buyers and sellers vary considerably in their desire to negotiate, thus reflecting a range of intention congruence in negotiation. Therefore, a survey of automobile buyers was considered appropriate for testing the effects of intention congruence on buyers’ postpurchase outcomes.

Results indicate that when buyers are willing to negotiate but sellers do not reciprocate equally, buyers feel less in control of a transaction. Contrarily, buyers experienced greater control and lesser regret when buyers’ perceptions of sellers’ intention to negotiate exceeded buyers’ own intentions to negotiate. Results also suggest that when buyers’ intentions to negotiate were congruent with buyers’ perception of sellers’ intention to negotiate, greater dyadic levels of negotiation marginally lowered buyers’ perceived regret. Overall, an intention-congruence perspective adds to the current understanding of negotiated exchanges and is a meaningful approach for improving postpurchase outcomes for buyers.

The study used only the consumers’ perspective of negotiation. Although this is supported by studies in power and dependence because the consumers’ perspective is valuable and valid, a true dyadic measurement of the negotiation process can only be obtained if the sellers’ view is also incorporated. This remains a key limitation of this study.

The results suggest that sellers may be better off honoring buyers’ intentions to negotiate. Intention incongruence negatively impacted buyer satisfaction when buyers perceived sellers to be less eager to negotiate. However, where sellers seem more eager to negotiate, incongruity favored buyers and positively impacted buyers’ postpurchase outcomes. Thus, for sellers, it is worthwhile to consider adding policies that honor negotiation.

Past research classifies marketplaces exchanges as either fixed price or negotiated. The present study uses intention congruence as a continuum between transaction partners. The intention congruence approach allows a closer examination of both the symmetry and strength of intentions to negotiate in a dyadic exchange. Given that markets are comprised of buyers and sellers who display considerable variability in intentions to negotiate, examining intention congruence allows for a more realistic study of negotiation behavior in business-to-consumer marketplaces.

A couple of decades ago, the negotiated syllabus was introduced as an alternative to the predetermined syllabus. The review of the related studies shows the number of studies on the use of negotiated syllabus in English language teaching is scanty. The main purpose of the study was to explore the advantages/merits of employing negotiated syllabus in general English courses that undergraduate students take.

The authors employed the phenomenology research method to deeply delve into the undergraduate students' perceptions of the advantages of the negotiated syllabus. The phenomenology method is used for investigating human lived experiences through the descriptions given by the people involved in the study. This qualitative research method is mainly used to study fields with little or no knowledge. The authors collected the data through in-depth interviews with the informants (18 students) who were selected through theoretical sampling. The informants were undergraduate students at Allameh Tabataba'i University who were selected through theoretical sampling. The authors listened to the recordings to transcribe the participants' statements and remarks verbatim. Then, we analyzed the interviews thematically through open, axial and selective coding. This study aimed at exploring the participants' perspectives on the advantages of the negotiated Syllabus. The study's main objective was to investigate the advantages/merits of employing negotiated Syllabus in undergraduate students' general English courses.

Findings revealed that employing the negotiated syllabus resulted in many advantages which were reduced into three axial coding: psychological, pedagogical and individual. Generally, the negotiated syllabus reduces the students' anxiety, improves their motivation, affects their language achievement and develops their critical thinking and learner autonomy.

Teachers are recommended to minimize the constraints and use the negotiated syllabus to optimize language learners' motivation and language achievement in teaching English programs.

The impact of the negotiated syllabus on language learners has been investigated through quantitative research methods. However, the language learners' perceptions of the negotiated syllabus have not been well explored qualitatively.

To examine the nature of Chinese business negotiating style in Sino‐Western business negotiations in business‐to‐business markets involving large industrial projects from a social cultural point of view.

A conceptual approach developed from personal interviews.

This study reveals that the Chinese negotiator does not possess an absolute negotiating style but rather embraces a mixture of different roles together: “Maoist bureaucrat in learning”, “Confucian gentleman”, and “Sun Tzu‐like strategist”. The Chinese negotiating strategy is essentially a combination of cooperation and competition (termed as the “coop‐comp” negotiation strategy in this study). Trust is the ultimate indicator of Chinese negotiating propensities and role choices.

The focus of this study is on Chinese negotiating style shown in large B2B negotiations with Chinese SOEs.

Differing from most other studies on Chinese negotiating style which tend to depict the Chinese negotiator as either sincere or deceptive, this study points out that there exists an intrinsic paradox in Chinese negotiating style which reflects the Yin Yang thinking. The Chinese negotiator has a cultural capacity to negotiate both sincerely and deceptively and he/she changes coping strategies according to situation and context, all depending on the level of trust between negotiating partners.

While industrial marketers have long bundled their products and services to sell them as packages, to what extent should negotiators also rely on packaging their offers? Clearly, negotiating at a package level can tax the cognitive capacity of the involved parties at some point. Therefore, this study aims to analyze the impact of the number and type of issues that should be negotiated simultaneously to leverage the package strategy efficiently and effectively in multi-issue buyer-seller negotiations.

The authors conducted and analyzed negotiation simulations with 676 students from 2 public universities.

The authors’ results suggest that negotiating three out of six issues simultaneously is the least efficient but most effective strategy in multi-issue buyer-seller negotiations. Moreover, they found that bundling distributive and integrative issues is more efficient and effective than only bundling distributive or integrative negotiation issues in a package offer.

Past research has examined the impact of negotiating a package as compared to each issue separately; however, little empirical attention has been directed toward understanding how to apply a package strategy in complex multi-issue negotiations.

The purpose of this paper is to report on survey results from a study about librarians’ experience with compensation (salary and benefits) negotiation in the library workplace in order to provide data that will inform professional discourse and practice.

A primarily quantitative survey instrument was administered via Qualtrics Survey Software and distributed through listservs and social media channels representing a range of library types and sub-disciplines. The survey was explicitly addressed to librarians for participation and asked them questions related to their work history and experience with negotiating for salary and benefits.

A total of 1,541 librarians completed the survey. More than half of survey respondents reported not negotiating for their current library position. The majority of those who did negotiate reported positive outcomes, including an increase in salary or total compensation package. Only a very small number of respondents reported threats to rescind or rescinded offers when negotiating for their current positions. Respondents cited prior salary and prior work experience and/or education as the top information sources informing negotiation strategy.

There is minimal discussion of salary and benefits negotiation by individuals in the library literature and prior surveys of librarians’ experience with compensation negotiation do not exist. This is the first paper that tracks negotiating practices and outcomes of librarians in library workplaces of all types.

Implicitly, the negotiation literature has generally assumed that, if economic gains are sufficient, individuals will negotiate. However, recent research has begun to consider the social costs incurred by negotiating. This paper aims to develop a conceptual model of the role of one of those social costs – threat to face – in the decision of whether to negotiate or not to negotiate.

The approach was to combine relevant literature from face theory and from negotiation to develop and support a model of the role of face in the decision to negotiate or not to negotiate.

A model was developed which proposed that, if people believe that negotiating will result in a loss of face, they are less likely to negotiate in situations that they recognize are potentially negotiable. Six variables are proposed to be antecedents to the belief that negotiating could result in loss of face. These six are divided into categories of social context (social roles and status), individual differences (face threat sensitivity and negotiation self‐efficacy), and knowledge (knowledge of negotiation scripts and knowledge of negotiation content).

The question of why some people do not negotiate when the potential for economic gains would suggest that they should negotiate has received very little attention in the negotiation literature. This model provides one theoretical approach for exploring this phenomenon.

Considers how non‐Thais can negotiate successfully withe business and government executives in Thailand. Gives an overview of Thailand’s geography, climate, population, religion and business practice. Discusses important aspects of the social‐cultural environment that have a significant effect on the way Thai’s negotiate. Includes further tips regarding body language, entertainment protocol, how to dress, and favourite negotiating tactics by buyers and sellers. Provides conclusions and directions for further research.

The purpose of this paper is to examine the processes underlying a systems perspective on work–life balance (WLB), with a particular focus on the tensions and role negotiations that arise within and across work and non-work roles.

The authors employed a qualitative methodology, conducting 42 interviews with lawyers at large law firms, which is a context notorious for long work hours.

While a cornerstone of a systems view is that balance is social in nature, and that negotiations occur among stakeholders over role expectations, the process through which this happens has remained unexamined both theoretically and empirically. The authors learned that negotiating around work and non-work role expectations are often contested, complex and fluid. The authors contribute to the literature by elaborating on how these negotiations happen in the legal profession, describing factors that inhibit or facilitate role negotiation and exploring how interdependencies within work systems and across work and non-work systems shape these negotiation processes.

The findings offer a more nuanced conceptualization of the system-level perspective on WLB, and in particular an enriched explanation of work and non-work role negotiation. The authors encourage employers who are interested in promoting WLB to ensure that their employees feel empowered to negotiate their roles, particularly with others in their work systems.

Community benefits agreements (CBAs) redistribute the benefits of new development to distressed communities and historically disenfranchised groups. They allow coalitions of labor and grassroots organizations to negotiate for concessions in the development process. Yet, CBAs are a relatively new tool used in planning and local economic development, and specification about their content and scope is evolving. Some of the earliest CBAs were negotiated in cities experiencing an influx of new growth and investment. However, less is known about the scope of CBA negotiations in shrinking cities where economic development is relatively anemic. The paper aims to discuss these issues.

This paper offers an extension to the existing literature through an exploratory analysis of the scope of CBAs in the ten fastest shrinking cities in the USA between 2000 and 2010. The analysis is organized in three parts. First, the authors present a CBA typology that differentiates among CBAs negotiated with developers in the public, private and nonprofit sectors. Second, the authors compare neighborhood conditions in shrinking cities with CBAs to those without negotiated agreements. Finally, the authors discuss critical cases where CBA negotiations have occurred in shrinking cities.

Grassroots coalitions have more leverage when negotiating for concessions with private sector developers vs developers from the public and nonprofit sectors. The added leverage is attributed to the high profile and limited public benefits associated with projects pursued by private sector developers. Moreover, shrinking cities face additional obstacles when negotiating CBAs. The authors concluded that cities with the highest levels of physical distress are the least likely to negotiate and adopt CBAs.

This paper contributes to the literature by focusing on CBAs in shrinking cities. It also highlights nuisances in CBA negotiations with developers from the private, public and nonprofit sectors. Although the analysis focused on the US context, the inclusion of these perspectives in the CBA typology provides researchers in other institutional settings with a common framework for comparative analysis.