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Contextualizing ideologically-cased negotiations: uncovering barriers to wise resolution, Academy of Management Review

Abstract

While traditional behavioral decision theory as applied to negotiation sheds light on some of the barriers encountered in negotiations, it does not fully account for many of the difficulties and failures to reach settlement in ideologically-based disputes. In this paper, we identify a number of factors that differentiate ideologically-based negotiations from other types of negotiation, and advance a perspective that takes into account the value-laden and institutional contexts in which they occur. We illustrate our ideas by applying them to the organizationally relevant example of environmental disputes.

Type

Article

Author(s)

Kimberly A. Wade-Benzoni, Andrew J. Hoffman, Leigh Thompson, Don A. Moore, James J. Gillespie, Max H Bazerman

Date Published

2002

Citations

Wade-Benzoni, A. Kimberly, Andrew J. Hoffman, Leigh Thompson, Don A. Moore, James J. Gillespie, and Max H Bazerman. 2002. Contextualizing ideologically-cased negotiations: uncovering barriers to wise resolution. Academy of Management Review. 27(1): 41-57.

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