The DOI matches its Crossref record; 158 of the 158 references it cites were found in a registry or an index.
Negotiation
Abstract
The first part of this paper traces a short history of the psychological study of negotiation. Although negotiation was an active research topic within social psychology in the 1960s and 1970s, in the 1980s, the behavioral decision perspective dominated. The 1990s has witnessed a rebirth of social factors in the psychological study of negotiation, including social relationships, egocentrism, motivated illusions, and emotion. The second part of this paper reviews five emerging research areas, each of which provides useful insight into how negotiators subjectively understand the negotiation: (a) mental models in negotiation; (b) how concerns of ethics, fairness, and values define the rules of the game being played; (c) how the selection of a communication medium impacts the way the game is played; (d) how cross-cultural issues in perception and behavior affect the negotiation game; and (e) how negotiators organize and simplify their understandings of the negotiation game when more than two actors are involved.
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Cites
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Cited by
Entrepreneurship as Method: Open Questions for an Entrepreneurial Future
Sarasvathy, S. D., & Venkataraman, S. (2011) · Entrepreneurship Theory and Practice · doi:10.1111/j.1540-6520.2010.00425.x · Cited by 607
De Dreu, C. K. W. (2012) · Hormones and Behavior · doi:10.1016/j.yhbeh.2011.12.009 · Cited by 455
Motivational Bases Of Information Processing and Strategy in Conflict and Negotiation
De Dreu, C. K. W., & Carnevale, P. J. (2003) · Advances in Experimental Social Psychology · doi:10.1016/s0065-2601(03)01004-9 · Cited by 284
Van Kleef, G. A., De Dreu, C. K. W., & Manstead, A. S. R. (2006) · Journal of Personality and Social Psychology · doi:10.1037/0022-3514.91.1.124 · Cited by 227
A literature review of cognitive biases in negotiation processes
Caputo, A. (2013) · International Journal of Conflict Management · doi:10.1108/ijcma-08-2012-0064 · Cited by 147
Metadata
- Authors
- Bazerman, M. H., Curhan, J. R., Moore, D. A., & Valley, K. L.
- Venue
- Annual Review of Psychology
- Publisher
- Annual Reviews
- Published
- 2000-02
- Volume
- 51
- Issue
- 1
- Pages
- 279-314
- ISSN
- 0066-4308 (ISSN-L)
- 1545-2085
- OpenAlex
- W4213293074
- Cited by
- 649
- References
- 158
- FWCI
- 14.34
- Type
- journal article
- Language
- en
- Open access
- closed
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- Bazerman, M. H., Curhan, J. R., Moore, D. A., & Valley, K. L. (2000). Negotiation. Annual Review of Psychology. https://doi.org/10.1146/annurev.psych.51.1.279
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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
