1.1 Opening Discussion Whenever conflict erupts and people search for reaching an agreement rather than resorting to aggression, negotiation takes place (Lewicki and Litterer, 1985). It is a judgement process within which counterparties mutually decide the allocation of scarce resources given non- identical preferences and utilities (e.g. Bazerman and Carroll, 1987; Neale and Northcraft, 1991; … Continue reading Dissertation