A Decision-Making Perspective to Negotiation: A Review of the Past and a Look into the Future

29 Pages Posted: 11 Jul 2009 Last revised: 6 Aug 2009

See all articles by Chia-Jung Tsay

Chia-Jung Tsay

Harvard Business School, Negotiation, Organizations and Markets Unit

Max H. Bazerman

Harvard Business School - Negotiations, Organizations and Markets Unit

Date Written: July 9, 2009

Abstract

Through the decision-analytic approach to negotiations, the past quarter century has seen the development of a better dialog between the descriptive and the prescriptive, as well as a burgeoning interest in the field for both academics and practitioners. Researchers have built upon the work in behavioral decision theory, examining the ways in which negotiators may deviate from rationality. The 1990s brought a renewed interest in social factors, as work on social relationships, egocentrism, attribution and construal processes, and motivated illusions was incorporated into our understanding of negotiations. Several promising areas of research have emerged in recent years, drawing from other disciplines and informing the field of negotiations, including work on the influence of ethics, emotions, intuition, and training.

Keywords: negotiation, bargaining, biases, ethics, affect, intuition, negotiation training

Suggested Citation

Tsay, Chia-Jung and Bazerman, Max H., A Decision-Making Perspective to Negotiation: A Review of the Past and a Look into the Future (July 9, 2009). Harvard Business School NOM Unit Working Paper No. 10-002. Available at SSRN: https://ssrn.com/abstract=1431970 or http://dx.doi.org/10.2139/ssrn.1431970

Chia-Jung Tsay

Harvard Business School, Negotiation, Organizations and Markets Unit ( email )

Soldiers Field Road
Morgan 270C
Boston, MA 02163
United States

Max H. Bazerman (Contact Author)

Harvard Business School - Negotiations, Organizations and Markets Unit ( email )

Soldiers Field
Boston, MA 02163
United States
617-495-6429 (Phone)
617-496-4191 (Fax)

HOME PAGE: http://www.people.hbs.edu/mbazerman

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