Negotiation

被引：186

作者：

Thompson, Leigh L. ^{[1
]}

Wang, Jiunwen ^{[1
]}

Gunia, Brian C. ^{[1
]}

机构：

[1] Northwestern Univ, Kellogg Sch Management, Evanston, IL 60208 USA

来源：

ANNUAL REVIEW OF PSYCHOLOGY | 2010年 / 61卷

关键词：

mixed-motive interaction; decision making; bargaining; value creation; value claiming; INDIVIDUAL-GROUP DISCONTINUITY; GENDER-DIFFERENCES; SOCIAL-PERCEPTION; BARGAINING TABLE; POSITIVE AFFECT; SEX-DIFFERENCES; VISUAL ACCESS; TRUST; POWER; COMMUNICATION;

D O I：

10.1146/annurev.psych.093008.100458

中图分类号：

B84 [心理学];

学科分类号：

04 ; 0402 ;

摘要：

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).

引用

页码：491 / 515

页数：25

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