IDEAS home Printed from https://ideas.repec.org/a/eee/jobhdp/v136y2016icp68-79.html
   My bibliography  Save this article

Negotiation

Author

Listed:
  • Brett, Jeanne
  • Thompson, Leigh

Abstract

Negotiation has been an important area of research within organizational behavior and management science for the past 50years. In this review, we adapt Brett’s model of culture and negotiation (Brett, 2000) and use it as an organizing guide to examine the factors that research has shown to affect 3 key measures, namely: negotiators’ interests and priorities, strategies and social interactions, and outcomes. Specifically, the model focuses on psychological factors including cognitions and biases, personality, motivation, emotions and inclination to trust; and social-environmental factors including reputation and relationship, gender, power and status, and culture. We conclude with a discussion of how future directions might address some of the limitations of current research.

Suggested Citation

  • Brett, Jeanne & Thompson, Leigh, 2016. "Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 136(C), pages 68-79.
    • Handle: RePEc:eee:jobhdp:v:136:y:2016:i:c:p:68-79
    DOI: 10.1016/j.obhdp.2016.06.003
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0749597816303648
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.obhdp.2016.06.003?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Bazerman, Max H. & Magliozzi, Thomas & Neale, Margaret A., 1985. "Integrative bargaining in a competitive market," Organizational Behavior and Human Decision Processes, Elsevier, vol. 35(3), pages 294-313, June.
    2. Gerben A. Kleef & Eric Dijk & Wolfgang Steinel & Fieke Harinck & Ilja Beest, 2008. "Anger in social conflict: Cross-situational comparisons and suggestions for the future," Group Decision and Negotiation, Springer, vol. 17(1), pages 13-30, January.
    3. Carnevale, Peter J. D. & Isen, Alice M., 1986. "The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 37(1), pages 1-13, February.
    4. Beersma, Bianca & De Dreu, Carsten K. W., 2002. "Integrative and Distributive Negotiation in Small Groups: Effects of Task Structure, Decision Rule, and Social Motive," Organizational Behavior and Human Decision Processes, Elsevier, vol. 87(2), pages 227-252, March.
    5. Castillo, Marco & Petrie, Ragan & Torero, Maximo & Vesterlund, Lise, 2013. "Gender differences in bargaining outcomes: A field experiment on discrimination," Journal of Public Economics, Elsevier, vol. 99(C), pages 35-48.
    6. Pinkley, Robin L. & Neale, Margaret A. & Bennett, Rebecca J., 1994. "The Impact of Alternatives to Settlement in Dyadic Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 57(1), pages 97-116, January.
    7. Nash, John, 1950. "The Bargaining Problem," Econometrica, Econometric Society, vol. 18(2), pages 155-162, April.
    8. Bottom, William P., 1998. "Negotiator Risk: Sources of Uncertainty and the Impact of Reference Points on Negotiated Agreements," Organizational Behavior and Human Decision Processes, Elsevier, vol. 76(2), pages 89-112, November.
    9. Olekalns, Mara & Smith, Philip L. & Walsh, Therese, 1996. "The Process of Negotiating: Strategy and Timing as Predictors of Outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 68(1), pages 68-77, October.
    10. Thompson, Leigh & DeHarpport, Terri, 1994. "Social Judgment, Feedback, and Interpersonal Learning in Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 58(3), pages 327-345, June.
    11. Thompson, Leigh & Gentner, Dedre & Loewenstein, Jeffrey, 2000. "Avoiding Missed Opportunities in Managerial Life: Analogical Training More Powerful Than Individual Case Training," Organizational Behavior and Human Decision Processes, Elsevier, vol. 82(1), pages 60-75, May.
    12. Wendi L. Adair & Jeanne M. Brett, 2005. "The Negotiation Dance: Time, Culture, and Behavioral Sequences in Negotiation," Organization Science, INFORMS, vol. 16(1), pages 33-51, February.
    13. Amanatullah, Emily T. & Tinsley, Catherine H., 2013. "Punishing female negotiators for asserting too much…or not enough: Exploring why advocacy moderates backlash against assertive female negotiators," Organizational Behavior and Human Decision Processes, Elsevier, vol. 120(1), pages 110-122.
    14. Northcraft, Gregory B. & Neale, Margaret A., 1987. "Experts, amateurs, and real estate: An anchoring-and-adjustment perspective on property pricing decisions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 39(1), pages 84-97, February.
    15. Tinsley, Catherine H. & O'Connor, Kathleen M. & Sullivan, Brandon A., 2002. "Tough guys finish last: the perils of a distributive reputation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 88(2), pages 621-642, July.
    16. Bowles, Hannah Riley & Babcock, Linda & Lai, Lei, 2007. "Social incentives for gender differences in the propensity to initiate negotiations: Sometimes it does hurt to ask," Organizational Behavior and Human Decision Processes, Elsevier, vol. 103(1), pages 84-103, May.
    17. Marwan Sinaceur & Kleef Gerben A. Van & Margaret A. Neal & Hajo Adam & Christophe Haag, 2011. "Hot or cold : Is communicating anger or threats more effective in negotiation?," Post-Print hal-02312626, HAL.
    18. Thompson, Leigh & Hastie, Reid, 1990. "Social perception in negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 47(1), pages 98-123, October.
    19. Ricky S. Wong, 2014. "Same Power But Different Goals: How Does Knowledge Of Opponents’ Power Affect Negotiators' Aspiration In Powerasymmetric Negotiations?," Global Journal of Business Research, The Institute for Business and Finance Research, vol. 8(3), pages 77-89.
    20. Ayres, Ian & Siegelman, Peter, 1995. "Race and Gender Discrimination in Bargaining for a New Car," American Economic Review, American Economic Association, vol. 85(3), pages 304-321, June.
    21. Allred, Keith G. & Mallozzi, John S. & Matsui, Fusako & Raia, Christopher P., 1997. "The Influence of Anger and Compassion on Negotiation Performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 70(3), pages 175-187, June.
    22. Neale, Margaret A. & Northcraft, Gregory B., 1986. "Experts, amateurs, and refrigerators: Comparing expert and amateur negotiators in a novel task," Organizational Behavior and Human Decision Processes, Elsevier, vol. 38(3), pages 305-317, December.
    23. Margaret A. Neale & Max H. Bazerman, 1983. "The Role of Perspective-Taking Ability in Negotiating under Different Forms of Arbitration," ILR Review, Cornell University, ILR School, vol. 36(3), pages 378-388, April.
    24. Janice Nadler & Leigh Thompson & Leaf Van Boven, 2003. "Learning Negotiation Skills: Four Models of Knowledge Creation and Transfer," Management Science, INFORMS, vol. 49(4), pages 529-540, April.
    25. Bowles, Hannah Riley & Babcock, Linda & McGinn, Kathleen L., 2005. "Constraints and Triggers: Situational Mechanics of Gender in Negotiation," Working Paper Series rwp05-051, Harvard University, John F. Kennedy School of Government.
    26. Kopelman, Shirli & Rosette, Ashleigh Shelby & Thompson, Leigh, 2006. "The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 99(1), pages 81-101, January.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Hart, Einav & Schweitzer, Maurice E., 2020. "Getting to less: When negotiating harms post-agreement performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 156(C), pages 155-175.
    2. Bereby-Meyer, Yoella & Moran, Simone & Unger-Aviram, Esther, 2004. "When performance goals deter performance: Transfer of skills in integrative negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 93(2), pages 142-154, March.
    3. Donghee Han & Hyewon Park & Seung-Yoon Rhee, 2021. "The Role of Regulatory Focus and Emotion Recognition Bias in Cross-Cultural Negotiation," Sustainability, MDPI, vol. 13(5), pages 1-20, March.
    4. Yossi Maaravi & Orly Idan & Guy Hochman, 2019. "And sympathy is what we need my friend—Polite requests improve negotiation results," PLOS ONE, Public Library of Science, vol. 14(3), pages 1-22, March.
    5. Burson, Katherine A. & Faro, David & Rottenstreich, Yuval, 2010. "ABCs of principal-agent interactions: Accurate predictions, biased processes, and contrasts between working and delegating," Organizational Behavior and Human Decision Processes, Elsevier, vol. 113(1), pages 1-12, September.
    6. Mislin, Alexandra A. & Campagna, Rachel L. & Bottom, William P., 2011. "After the deal: Talk, trust building and the implementation of negotiated agreements," Organizational Behavior and Human Decision Processes, Elsevier, vol. 115(1), pages 55-68, May.
    7. McCarter, Matthew W. & Wade-Benzoni, Kimberly A. & Kamal, Darcy K. Fudge & Bang, H. Min & Hyde, Steven J. & Maredia, Reshma, 2020. "Models of intragroup conflict in management: A literature review," Journal of Economic Behavior & Organization, Elsevier, vol. 178(C), pages 925-946.
    8. Maura A. Belliveau, 2012. "Engendering Inequity? How Social Accounts Create vs. Merely Explain Unfavorable Pay Outcomes for Women," Organization Science, INFORMS, vol. 23(4), pages 1154-1174, August.
    9. Peter J. Carnevale, 2008. "Positive affect and decision frame in negotiation," Group Decision and Negotiation, Springer, vol. 17(1), pages 51-63, January.
    10. Michael Filzmoser & Patrick Hippmann & Rudolf Vetschera, 2016. "Analyzing the Multiple Dimensions of Negotiation Processes," Group Decision and Negotiation, Springer, vol. 25(6), pages 1169-1188, November.
    11. Backhaus, & Pesch,, 2018. "Verhandlungen – Spiegeln die Lehrbücher den Stand der Forschung wider?," Die Unternehmung - Swiss Journal of Business Research and Practice, Nomos Verlagsgesellschaft mbH & Co. KG, vol. 72(1), pages 3-26.
    12. Kray, Laura J. & Kennedy, Jessica A. & Van Zant, Alex B., 2014. "Not competent enough to know the difference? Gender stereotypes about women’s ease of being misled predict negotiator deception," Organizational Behavior and Human Decision Processes, Elsevier, vol. 125(2), pages 61-72.
    13. Beuk, Frederik & Rubin, Eran, 2021. "Data-based negotiator allocation management," Business Horizons, Elsevier, vol. 64(4), pages 537-552.
    14. Volkema, Roger J., 2009. "Why Dick and Jane don't ask: Getting past initiation barriers in negotiations," Business Horizons, Elsevier, vol. 52(6), pages 595-604, November.
    15. Hart, Einav & Schweitzer, Maurice E., 2022. "When we should care more about relationships than favorable deal terms in negotiation: The economic relevance of relational outcomes (ERRO)," Organizational Behavior and Human Decision Processes, Elsevier, vol. 168(C).
    16. Sascha Alavi & Johannes Habel & Marco Schwenke & Christian Schmitz, 2020. "Price negotiating for services: elucidating the ambivalent effects on customers’ negotiation aspirations," Journal of the Academy of Marketing Science, Springer, vol. 48(2), pages 165-185, March.
    17. Anderson, Cameron & Thompson, Leigh L., 2004. "Affect from the top down: How powerful individuals' positive affect shapes negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 95(2), pages 125-139, November.
    18. Michael J. Hine & Steven A. Murphy & Michael Weber & Gregory Kersten, 2009. "The Role of Emotion and Language in Dyadic E-negotiations," Group Decision and Negotiation, Springer, vol. 18(3), pages 193-211, May.
    19. Säve-Söderbergh, Jenny, 2019. "Gender gaps in salary negotiations: Salary requests and starting salaries in the field," Journal of Economic Behavior & Organization, Elsevier, vol. 161(C), pages 35-51.
    20. Desai, Sreedhari D. & Gunia, Brian C., 2023. "The interplay of gender and perceived sexual orientation at the bargaining table: A social dominance and intersectionalist perspective," Organizational Behavior and Human Decision Processes, Elsevier, vol. 179(C).

    More about this item

    Keywords

    Negotiation;

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jobhdp:v:136:y:2016:i:c:p:68-79. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/obhdp .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.