Psychological Foundations of the Behavioral Theory of Negotiation

27 Pages Posted: 23 Mar 2008

See all articles by William P. Bottom

William P. Bottom

Washington University in St. Louis - John M. Olin Business School

Alexandra Mislin

American University - Kogod School of Business

Peter A Boumgarden

Washington University in St. Louis

Date Written: 2007

Abstract

Walton and McKersie's Behavioral Theory of Labor Negotiation sought to provide a descriptive theory of the process by which union and management negotiators reached settlements. Their paper drew on existing psychology, behavioral decision theory, and game theory. The basic psychological model of the negotiator was essentially the same as that used in most rational choice theory. Since then descriptive research on negotiation has branched into numerous subfields. Thompson recently characterized the state of research as a many sided prism. In this paper we use recent developments in evolutionary psychology to suggest an alternative psychological foundation for a general behavioral theory of negotiation. Such a theory would not be wedded to the particular institutional structure of collective bargaining. It may begin to synthesize the empirical regularities regarding different aspects of negotiation that have been discovered since the work of Walton and McKersie.

Suggested Citation

Bottom, William P. and Mislin, Alexandra and Boumgarden, Peter A, Psychological Foundations of the Behavioral Theory of Negotiation (2007). IACM 2007 Meetings Paper. Available at SSRN: https://ssrn.com/abstract=1111628 or http://dx.doi.org/10.2139/ssrn.1111628

William P. Bottom (Contact Author)

Washington University in St. Louis - John M. Olin Business School ( email )

One Brookings Drive
Campus Box 1133
St. Louis, MO 63130-4899
United States
314-935-6351 (Phone)
314-935-6359 (Fax)

HOME PAGE: http://www.olin.wustl.edu/faculty/bottom.html

Alexandra Mislin

American University - Kogod School of Business ( email )

4400 Massachusetts Avenue NW
Washington, DC 20816-8044
United States

Peter A Boumgarden

Washington University in St. Louis ( email )

One Brookings Drive
Campus Box 1208
Saint Louis, MO MO 63130-4899
United States

Register to save articles to
your library

Register

Paper statistics

Downloads
429
Abstract Views
2,872
rank
67,391
PlumX Metrics