Negotiation

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

doi:10.1146/annurev.psych.093008.100458

Negotiation

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

Research output: Contribution to journal › Article › peer-review

148 Scopus citations

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 language	English (US)
Pages (from-to)	491-515
Number of pages	25
Journal	Annual review of psychology
Volume	61
DOIs	https://doi.org/10.1146/annurev.psych.093008.100458
State	Published - Jan 10 2010
Externally published	Yes

Keywords

Bargaining
Decision making
Mixed-motive interaction
Value claiming
Value creation

ASJC Scopus subject areas

General Psychology

Access to Document

10.1146/annurev.psych.093008.100458

Cite this

@article{64313f5d99f748f09ebc6a75ea5ee425,

title = "Negotiation",

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).",

keywords = "Bargaining, Decision making, Mixed-motive interaction, Value claiming, Value creation",

author = "Thompson, {Leigh L.} and Jiunwen Wang and Gunia, {Brian C.}",

year = "2010",

month = jan,

day = "10",

doi = "10.1146/annurev.psych.093008.100458",

language = "English (US)",

volume = "61",

pages = "491--515",

journal = "Annual review of psychology",

issn = "0066-4308",

publisher = "Annual Reviews Inc.",

}

TY - JOUR

T1 - Negotiation

AU - Thompson, Leigh L.

AU - Wang, Jiunwen

AU - Gunia, Brian C.

PY - 2010/1/10

Y1 - 2010/1/10

N2 - 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).

AB - 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).

KW - Bargaining

KW - Decision making

KW - Mixed-motive interaction

KW - Value claiming

KW - Value creation

UR - http://www.scopus.com/inward/record.url?scp=77449126503&partnerID=8YFLogxK

UR - http://www.scopus.com/inward/citedby.url?scp=77449126503&partnerID=8YFLogxK

U2 - 10.1146/annurev.psych.093008.100458

DO - 10.1146/annurev.psych.093008.100458

M3 - Article

C2 - 19575611

AN - SCOPUS:77449126503

SN - 0066-4308

VL - 61

SP - 491

EP - 515

JO - Annual review of psychology

JF - Annual review of psychology

ER -

Negotiation

Abstract

Keywords

ASJC Scopus subject areas

Access to Document

Other files and links

Fingerprint

Cite this