“…Interindividual variables, such as characteristics of the negotiation partner (Bowles, Babcock, & Lai, 2007;Hederos Eriksson, & Sandberg, 2012) or power differences (Lammers, Galinsky, Gordijn, & Otten, 2008;Magee, Galinsky, & Gruenfeld, 2007;Small et al, 2007) were also shown to have an influence on the initiation of negotiation. Most previous research on initiation of negotiation focuses on intraindividual variables for predicting the decision to negotiate, such as gender (Babcock, Gelfand, Small, & Stayn, 2006;Greig, 2008;Hederos Eriksson & Sandberg, 2012;Schneider, Rodgers, & Bristow, 1999;Small et al, 2007), prior work experience, and the recognition of opportunities (Babcock et al, 2006;O'Shea & Bush, 2002), as well as on various personality variables (e.g., extraversion, neuroticism), norms, and attitudes (Harris & Mowen, 2001;Lee, 2000;Volkema & Fleck, 2012;Volkema, Kapoutsis, & Nikolopoulos, 2013).…”