Hans Gunther Meissner’s research while affiliated with University of Manchester and other places

... The formation of promotive social relationships is primarily determined by opinion similarity [54]; and a basic premise in negotiation research is that individuals sharing similar opinions will improve negotiation processes and outcomes [55][56][57]. Based on these two experimental findings, it can be shown that the higher the overall opinion influence level in the sorted negotiation proposed in our paper, the more it can improve negotiation outcomes and contribute to the sorted consensus negotiations. ...

Reference:

On Modeling of Sorted Cost Consensus Negotiation Considering Efficiency and Time Based on the Stochastic Programming

... Hofstede (1980) showed by data of more than 117000 IBM managers that there are significant cultural differences in management, although not directly applicable to negotiations, at least raised serious questions about the non-differntiated approach of 'Getting to yes'. Furthermore, the authors also ignored available findings that showed significant differences in negotiations across cultures (e.g., Tung 1982, Graham 1983, Campbell et al. 1988, Graham 1988, Adler and Graham 1989. It suggests that individuals see negotiations and disputes through culturally shaped lenses that result in different behavior at the negotiation table (Salacuse 1999, Saunders 1982, which harbors the risk of cultural clashes (King and Segain 2007). ...

Reference:

'Getting to Yes' in Complex Negotiations: Strategies for Resolving Conflicts and Achieving Win-Wins