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Related Experiment Videos

Negotiation.

M H Bazerman1, J R Curhan, D A Moore

  • 1Kellogg Graduate School of Management, Northwestern University, Evanston, Illinois 60208, USA. mbazerman@hbs.edu

Annual Review of Psychology
|February 7, 2001
PubMed
Summary
This summary is machine-generated.

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This paper reviews the evolution of negotiation psychology, highlighting the resurgence of social factors. It explores emerging research on subjective understanding in negotiation, including mental models and cross-cultural impacts.

Area of Science:

  • Psychology
  • Social Psychology
  • Behavioral Decision Making

Background:

  • Negotiation research was prominent in social psychology during the 1960s-1970s.
  • The 1980s saw a shift towards behavioral decision perspectives.
  • The 1990s marked a resurgence of social factors in negotiation studies.

Purpose of the Study:

  • To trace the historical development of psychological negotiation research.
  • To review emerging research areas offering insights into subjective negotiation understanding.
  • To synthesize current trends in the psychological study of negotiation.

Main Methods:

  • Historical review of psychological negotiation literature.
  • Synthesis of emerging research areas in negotiation psychology.

Related Experiment Videos

  • Analysis of subjective negotiator understanding.

    • Main Results:

    • The field has evolved from early social psychology focus to behavioral decision-making and back to incorporating social factors.
    • Five key emerging research areas provide insights into subjective negotiation understanding.
    • These areas include mental models, ethics/fairness, communication media, cross-cultural issues, and multi-actor negotiations.

    Conclusions:

    • The psychological study of negotiation has broadened its scope by reintegrating social dynamics.
    • Emerging research areas offer a richer understanding of how negotiators perceive and process negotiation situations.
    • Future research directions are suggested by these evolving perspectives in negotiation psychology.