Negotiation

Posted: 4 Jun 2010

Date Written: January 2010

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).

Suggested Citation

Thompson, Leigh and Wang, Jiunwen and Gunia, Brian, Negotiation (January 2010). Annual Review of Psychology, Vol. 61, pp. 491-515, 2010. Available at SSRN: https://ssrn.com/abstract=1601154 or http://dx.doi.org/10.1146/annurev.psych.093008.100458

Leigh Thompson (Contact Author)

Northwestern University - Kellogg School of Management ( email )

2001 Sheridan Road
Donald P. Jacobs Center
Evanston, IL 60208
United States
847-467-3505 (Phone)
847-491-8896 (Fax)

HOME PAGE: http://www.LeighThompson.com

Jiunwen Wang

Northwestern University ( email )

2001 Sheridan Road
Evanston, IL 60208
United States

Brian Gunia

Northwestern University - Kellogg School of Management ( email )

2001 Sheridan Road
Evanston, IL 60208
United States

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