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In the publication the authors investigate how bilateral bargaining unfolds in real-life by comparing empirical patterns with theoretical bargaining literature."},{"key":"10.1016\/j.copsyc.2026.102403_bib52","unstructured":"The authors demonstrate the seminal anchoring effect and a novel, nonlinear impasse risk effect in over 26 million incentivized real-world negotiations on eBay. The paper takes a data-driven perspective on the first-offer dilemma by identifying how buyers can claim value while keeping impasse risk low."},{"key":"10.1016\/j.copsyc.2026.102403_bib53","unstructured":"The authors show that both counteroffer timing and extremity shape negotiation outcomes in large-scale field data and subsequent experiments. Later counteroffers can secure favorable deals with fewer impasses. Ambitious counteroffers improve prices but raise impasse risk."},{"key":"10.1016\/j.copsyc.2026.102403_bib54","unstructured":"Across archival data and preregistered studies, the authors show that conservatives are more likely than liberals to negotiate prices due to normative beliefs about haggling. Priming free-market ideology increased liberals' willingness to negotiate. The authors curated an impressive data set in a creative way and combined their archival research with confirmatory studies."},{"key":"10.1016\/j.copsyc.2026.102403_bib55","unstructured":"Analyzing over 38,000 speech turns from 239 videoconference negotiations, the authors show that negotiators who talk more, faster, and with fewer pauses achieve better economic outcomes. At the same time, avoiding interruptions and displaying more dynamic turn lengths predicts higher liking and relational quality."},{"key":"10.1016\/j.copsyc.2026.102403_bib56","unstructured":"First paper to qualify the use of active listening in negotiation based on analyzing 17,120 thought units. The authors find that active listening only facilitates value creation at critical times in the negotiation. Whereas active listing directly after multi-issue offers is especially effective in boosting joint value, this is not achieved by multi-issue offers nor active listening alone."},{"key":"10.1016\/j.copsyc.2026.102403_bib57","unstructured":"The authors report an international AI negotiation competition with over 180,000 agent-based negotiations, finding that classic human negotiation principles also govern autonomous bargaining. Warm and appreciative agents achieve better economic and subjective outcomes, whereas dominant approaches are associated with impasses. 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