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Embracing Complexity: A Review of Negotiation Research.

Erica J Boothby1, Gus Cooney1, Maurice E Schweitzer1

  • 1Department of Operations, Information and Decisions, University of Pennsylvania, Philadelphia, Pennsylvania, USA; email: ericajboothby@gmail.com, guscooney@gmail.com.

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This summary is machine-generated.

This review explores complex trends in negotiation research, moving beyond simple models to understand real-world interactions. Future studies should offer practical advice for navigating negotiation

Keywords:
bargainingconflict resolutionnegotiation

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Area of Science:

  • Social Psychology
  • Organizational Behavior
  • Conflict Resolution

Background:

  • Negotiation scholarship has historically presented effects as monolithic.
  • There is a need to examine negotiation in more complex, real-world contexts.
  • Understanding the nuances of social interaction is crucial in negotiation studies.

Purpose of the Study:

  • To identify emerging trends in negotiation scholarship.
  • To highlight areas where further research is needed.
  • To encourage scholarship offering practical advice for negotiation.

Main Methods:

  • Literature review of existing negotiation scholarship.
  • Identification of trends embracing complexity and social interaction nuances.
  • Analysis of negotiation as it occurs in real-world settings.

Main Results:

  • Emerging trends show a move towards complexity, identifying moderators of effects.
  • Research is increasingly examining the nuances of social interaction in negotiation.
  • Negotiation is being studied more frequently in real-world contexts.

Conclusions:

  • Negotiation is a rich context for studying human behavior, involving emotions, cooperation-competition dynamics, power, and identity.
  • There are gaps in current research, particularly in providing practical advice.
  • Future research should continue to explore complexity and real-world applications in negotiation.