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Negotiation, Annual Review of Psychology

Abstract

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).

Type

Article

Author(s)

Leigh Thompson, Jiunwen Wang, Brian Christopher Gunia

Date Published

2010

Citations

Thompson, Leigh, Jiunwen Wang, and Brian Christopher Gunia. 2010. Negotiation. Annual Review of Psychology. 61: 491-515.

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