Negotiation is a fundamental interpersonal tool and managerial skill, through which individuals and groups obtain some of their most consequential outcomes. Developing a deeper understanding of negotiation behavior involves understanding both the mechanics of negotiation, namely which strategies are effective and when, and the social and normative aspects of negotiation behavior, namely how other people evaluate the behavior and respond to it. This symposium addresses both aspects of negotiation, with a focus on the influence of negotiation strategies not only on the negotiated deal-terms, but on negotiators’ affective and relational outcomes and their post- agreement interactions. We present novel research studies with field and experimental data that describe how the negotiation context (e.g., negotiators’ gender, knowledge, and power) impacts the effectiveness and appropriateness of different negotiation strategies, from deception to favor-banking. The research studies highlight trade-offs among material gain, social backlash, and interpersonal relationships. This set of research papers provides a broad perspective on the nature of the negotiation process, and enhances our understanding of its consequences on behavior not only during the negotiation, but also prior to the negotiation and after it is concluded. Why Don’t Lies Pay? Deceiver Guilt Undermines Negotiator Subjective Value Presenter: Alex Bryant Van Zant; The Wharton School, U. of Pennsylvania Presenter: Laura Kray; U. of California, Berkeley Presenter: Jessica Alynn Kennedy; Vanderbilt U. Trickle-Down Effects and Strategic Consequences of Hard-Bargaining Tactics Presenter: Alexandra A. Mislin; American U. Presenter: Rachel Lea Campagna; U. of New Hampshire Understanding the Gendered Path to Negotiation Expertise: A Dual Components Model Presenter: Julia Bear; Stony Brook U.-State U. of New York Presenter: Robin L. Pinkley; Southern Methodist U. Presenter: Zoe Barsness; U. of Washington, Tacoma Presenter: Jens Mazei; TU Dortmund U. Presenter: Nazli M. Bhatia; Catolica Lisbon School of Business and Economics Presenter: Dustin J. Sleesman; U. of Delaware Negotiating via the Favor Bank: How Low-Power Parties Solicit High-Power Parties’ Cooperation Presenter: McKenzie Rees; Southern Methodist U. Presenter: Brian Gunia; Johns Hopkins U. Relational Concerns and the Economic Value of Negotiated Agreements Presenter: Einav Hart; The Wharton School, U. of Pennsylvania