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The HoneyComb Paradigm for Research on Collective Human Behavior
Published on: January 19, 2019
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.
Abstract:
In this review, we identify emerging trends in negotiation scholarship that embrace complexity, finding moderators of effects that were initially described as monolithic, examining the nuances of social interaction, and studying negotiation as it occurs in the real world. We also identify areas in which research is lacking and call for scholarship that offers practical advice. All told, the existing research highlights negotiation as an exciting context for examining human behavior, characterized by features such as strong emotions, an intriguing blend of cooperation and competition, the presence of fundamental issues such as power and group identity, and outcomes that deeply affect the trajectory of people's personal and professional lives.
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