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Negotiation across the social sciences: An interdisciplinary review
Daisung Jang1, Christopher Welker2, Dai Quy Le3
1Melbourne Business School, The University of Melbourne, Australia.
Current Opinion in Psychology
|August 13, 2026
Summary
This review highlights how individual differences, multiparty dynamics, and contextual factors influence negotiation outcomes. An interdisciplinary approach enriches psychological understanding of bargaining strategies and interventions.
Area of Science:
- Psychology
- Social Sciences
- Economics
- Public Health
Background:
- Psychological research extensively studies dyadic bargaining.
- Limited attention has been given to individual differences, multiparty negotiations, and contextual factors in negotiation literature.
Purpose of the Study:
- To synthesize recent interdisciplinary research on negotiation.
- To focus on under-explored aspects: individual differences, multiparty dynamics, and contextual factors.
- To enrich psychological understanding and inform future research and interventions.
Main Methods:
- Literature review across multiple disciplines including developmental psychology, artificial intelligence, social psychology, social networks, political science, economics, and public health.
Main Results:
- Individual differences impact information acquisition and utilization in negotiation.
- Multiparty negotiations reveal the significance of structural position and relationship history in coalition formation.
- Contextual factors challenge traditional negotiation concepts like power and alternatives.
Conclusions:
- An interdisciplinary perspective significantly complements and enhances psychological insights into negotiation.
- Findings have implications for developing targeted negotiation interventions and advancing theoretical and empirical research.
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