In:
Annual Review of Psychology, Annual Reviews, Vol. 61, No. 1 ( 2010-01-01), p. 491-515
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).
Type of Medium:
Online Resource
ISSN:
0066-4308
,
1545-2085
DOI:
10.1146/psych.2010.61.issue-1
DOI:
10.1146/annurev.psych.093008.100458
Language:
English
Publisher:
Annual Reviews
Publication Date:
2010
detail.hit.zdb_id:
1482191-6
detail.hit.zdb_id:
207937-9
SSG:
5,2
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