Stairways to heaven: An interlocking self-regulation model of negotiation

被引：30

作者：

Brett, JF ^{[1
]}

Northcraft, GB

Pinkley, RL

机构：

[1] Arizona State Univ W, Sch Management, Phoenix, AZ 85069 USA

[2] Univ Illinois, Chicago, IL 60680 USA

[3] So Methodist Univ, Edwin L Cox Sch Business, Dallas, TX 75275 USA

来源：

ACADEMY OF MANAGEMENT REVIEW | 1999年 / 24卷 / 03期

关键词：

D O I：

10.2307/259135

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

We introduce an interlocking self-regulation model of negotiation. A central tenet of this new model is that negotiation is both external (getting the other side to offer what you want) and internal (deciding whether to want what the other side offers). We discuss important issues implicit in this model, and we propose strategies by which negotiators reduce discrepancies between standards and offers, incorporating research on the role of attributions.

引用

页码：435 / 451

页数：17

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