Negotiation

Leigh L. Thompson, Jiunwen Wang, Brian C. Gunia

Research output: Contribution to journalArticlepeer-review

Abstract

Negotiation occurs whenever people cannot achieve their own goals without the cooperation of others. Our review highlights recent empirical research that investigates this ubiquitous social activity. We selectively review descriptive research emerging from social psychology and organizational behavior. This research examines negotiation behavior and outcomes at five levels of analysis: intrapersonal, interpersonal, group, organizational, and virtual. At each level, we review research on negotiation processes and outcomes, and we discuss the implications of various processes and outcomes for the two functions of negotiation: value creation (integrative negotiation) and value claiming (distributive negotiation).

Original languageEnglish (US)
Pages (from-to)491-515
Number of pages25
JournalAnnual review of psychology
Volume61
DOIs
StatePublished - Jan 10 2010

Keywords

  • Bargaining
  • Decision making
  • Mixed-motive interaction
  • Value claiming
  • Value creation

ASJC Scopus subject areas

  • Psychology(all)

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