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This study aims to compare predictions from media synchronicity theory (MST) with the influence of personality variables in an attempt to explain how negotiators choose the communication media for negotiation.

The authors examine media choice in two scenario-based experimental studies with students (n = 209) and professionals (n = 302) in a negotiation setting. For the analysis of the data, the authors use multilevel modeling.

This study offers support for the central proposition of MST, namely, that the type of communication subtask (conveyance or convergence) determines the degree of media synchronicity needed and therefore media choice (face-to-face or email). The support for its boundary conditions and contingent situational determinants is weaker. With the affect for communication channel scale, this study also captures individual media preferences for face-to-face or email communication, which have consistent influences on negotiators’ media choice. The personal influence variables on average account for similar variance in the data compared with the MST-based determinants.

This study sheds new light on diverging empirical results concerning media influences in negotiation and offers some reconciling suggestions. Furthermore, this study is the first to test boundary conditions of MST. Also, it stresses the importance of negotiators’ media preferences for media choice.

Based on Behavioral Theory of Negotiations (Walton & McKersie, 1965), the purpose of this paper is to discuss the existing gap between negotiation theory and pedagogy and presents an experiential teaching tool that closes this gap. The tool is a ‘serious game’ (Abt, 1975) that reinforces all four core negotiation subprocesses while allowing students to practice their negotiation skills and several critical business competencies in a realistic and improvisational context.

After successfully using NegotioPoly for five years, qualitative and quantitative data were collected in three sections of negotiation classes to assess student learning and behaviors while playing NegotioPoly and to collect student feedback on the effectiveness of NegotioPoly in teaching and reinforcing key negotiation skills.

Findings support that NegotioPoly is highly effective in engaging students in a series of realistic negotiations, joint problem solving and strategic decision-making. Results show that, during the game, students demonstrate their negotiation skills and learnings, and they practice all four negotiation subprocesses of distributive, integrative and intraorganizational bargaining and attitudinal structuring.

NegotioPoly enables students to engage in distributive and integrative bargaining, multiple levels of negotiations and coalitions in quick succession. Students practice organizational politics and adjust their negotiations based on relationships and social realities, as they demonstrate advanced deal-making behaviors and core business competencies of problem solving, decision-making, analytical skills and ability to work with others.

NegotioPoly reinforces core business competencies such as negotiation, problem solving, analytical skills and the ability to work in teams that employers look for and, therefore, is a useful tool for preparing students for the business world.

NegotioPoly is an experiential learning tool that closes the gap between negotiation theory and pedagogy while providing deep learning and realistic practice opportunities for students where they can use their negotiation skills in a gaming environment that uses multi-party and multi-round negotiations.

This paper examines a premarital genetics program focusing on congenital deafness, conducted in Israel with a Bedouin minority group characterized by consanguinity, a religious ban on abortion, and high prevalence of genetic diseases. Building on interviews with counselors and counselees as well as observations of the interactions between them, the analysis describes the professional, communal, public and private arenas of negotiation that surround the process of genetic counseling.

The purpose of this paper is to draw on previous research and propose a framework for evaluating interest‐based bargaining (IBB) around three criteria: efficient, amicable and wise, where mutual gains are not self‐evident.

This paper reviews both survey and case study research on IBB in the USA and Canada. Based on trends discerned in the data, the paper uses the three criteria to present research and propositions on evaluating the IBB process.

IBB connects front stage acts by negotiators during collective bargaining with backstage environments and fosters collaboration hinging on dialogue across competing values involving online and offline processes during negotiations. Where mutual gains are not self evident, there these findings underpin criteria for evaluating the IBB process’s potential to serve enduring values of industrial democracy and employee voice and the newer values of collaboration and partnership in strategic decision making.

The amicable criterion predisposes the framework favorably towards amicable relations, which creates a favorable bias within the framework towards the IBB process when compared to other bargaining processes. There is a need for updated quantitative data on IBB trends at a national level, similar to the three FMCS surveys last reported in 2004, and a need for institutional linkages that will increase case study research on IBB, similar to recent research on Kaiser Permanente.

Negotiators, trainers and policy makers will gain from the criteria listed here to evaluate IBB where mutual gains are not self‐evident.

The framework presented in the paper advances an original framework to evaluate IBB.

The paper explores coordination practices in digital–physical product development and their consequences for companies traditionally relying on physical product development.

Using an embedded case study design, the paper reports four action research initiatives addressing the digital–physical coordination challenges encountered by a leading B2C company.

Effective coordination of digital–physical product development, firstly, involves standardization of process, output and skills to accommodate the stability needed for efficient physical product development and manufacturing. Secondly, it involves agile coordination events, such as Scrum ceremonies and PI planning, to facilitate the mutual adjustment needed to allow agility and the differences between digital and physical product development to be continuously and successfully negotiated.

The paper illustrates a research model with case evidence and suggests tentative theory in the form of propositions. Future research should explore coordination problems and solutions in different digital–physical project types and contexts.

Coordination practices for digital–physical product development are presented and analyzed, providing inspiration for companies.

The paper is the first to explore coordination practices within the emerging field of digital–physical product development.

Previous research on international negotiations has primarily examined cross‐cultural differences in behavioral styles. Supplementing this prior research, we focused on outcome in negotiations. The study examined relationships between culture and outcome in contract negotiations, and analyzed how negotiation behavior mediates between culture and outcome. Sixty Mexican and Norwegian subjects participated in a negotiation simulation with potentially integrative outcomes. The study included 12 Mexican dyads, 12 Norwegian dyads, and 6 cross‐cultural dyads. Two aspects of outcome: joint benefit and distribution of benefit between negotiators, and two aspects of process: progression of offers and verbal communication, were examined Results indicated an effect of culture on integrative results, but not on distribution of benefit. Process differences found were related to the progression of offers over time, and not to verbal communication. Managerial implications are discussed and directions for future research indicated.

This study aims to identify effective behaviors in labor-management negotiation (LMN) and, on that basis, derive overarching psychological principles of successful negotiation in this important context. These empirical findings are used to develop and test a comprehensive negotiation training program.

Twenty-seven practitioners from one of the world’s largest labor unions were interviewed to identify the requirements of effective LMN, resulting in 796 descriptions of single behaviors from 41 negotiation cases.

The analyses revealed 13 categories of behaviors critical to negotiation success. The findings highlight the pivotal role of the union negotiator by illustrating how they lead the negotiations with the other party while also ensuring that their own team and the workforce stand united. To provide guidance for effective LMN, six psychological principles were derived from these behavioral categories. The paper describes a six-day training program developed for LMN based on the empirical findings of this study and the related six principles.

This paper has three unique features: first, it examines the requirements for effective LMN based on a systematic needs assessment. Second, by teaching not only knowledge and skills but also general psychological principles of successful negotiation, the training intervention is aimed at promoting long-term behavioral change. Third, the research presents a comprehensive and empirically-based training program for LMN.

The purpose of this paper is to develop an understanding of how start-ups initiate business relationships and to identify the subprocesses that characterise business-relationship initiations in a start-up context.

The paper builds on business-relationship initiation models, develops a theoretical framework of relationship initiation and its subprocesses and, in a multiple-case study, applies this framework to seven relationship initiations by start-ups.

The key findings of this study describe the process of business-relationship initiation by start-ups, which comprise six subprocesses. The authors’ detailed and structured initiation-process analyses show how the initiation process occurs in a start-up context and how start-ups develop their relationships. The authors’ analyses also reveal typical patterns and critical issues, such as asymmetry, that characterise start-ups’ business-relationship initiations, particularly with bigger players.

This paper develops a model of the relationship-initiation process, uses it in a start-up context and identifies the critical characteristics, including asymmetry, of start-up initiations; these contributions address both the literature on start-ups and the literature on relationship initiation and development.

This paper is the first to focus on how start-ups initiate business relationships; previous studies of business-relationship initiation have focussed on mature firms. Using the industrial marketing and purchasing approach, the paper contributes to shifting the focus from interactions between resource entities to relationship-initiation processes in the context of start-ups.

The paper aims to present a case of integration between process engineering and the thinking process of the theory of constraints (TP‐TOC) through the analysis of an organization's processes, pointing out the complementary aspects between the two theories and their benefits for the organization.

The paper has used an Institution of Higher Education as its case study. The research has started by identifying the processes of the institution and choosing one to model according to the process engineering approach. The process was then analyzed through the elaboration of the current reality tree technique. After the analysis, the evaporating clouds technique was applied in order to breach the assumptions that were avoiding the problems to be solved. Finally, the process has been redesigned based on the results of the previous steps.

The analysis of this case contributes towards understanding and identifying the causes of the current problems in the studied processes, providing a systemic and systematic view through the proposed approach.

The paper proposes an approach that enables a systematic and systemic analysis of organizations' processes through the use of process engineering and the TP‐TOC.

The primary objective of this article is to assist organisational management to evaluate policies on disclosure of information to trade unions. Such policies form part of the industrial relations system of an organisation, which embraces all aspects of personnel and labour management. I shall be drawing particular attention below to the need to consider the dynamic and interactive effects of information on the components of this system. Before looking directly at issues relating specifically to trade union negotiators, therefore, I want briefly to consider some aspects of communication of information to employees in general since there is clearly a potential interaction with the information supply to union negotiators.