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A Decision‐Making Perspective to Negotiation: A Review of the Past and a Look to the Future
Author(s) -
Tsay ChiaJung,
Bazerman Max H.
Publication year - 2009
Publication title -
negotiation journal
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.238
H-Index - 32
eISSN - 1571-9979
pISSN - 0748-4526
DOI - 10.1111/j.1571-9979.2009.00239.x
Subject(s) - negotiation , intuition , construal level theory , egocentrism , attribution , rationality , illusion , perspective (graphical) , psychology , construals , sociology , social psychology , epistemology , political science , social science , law , cognitive psychology , cognitive science , computer science , philosophy , artificial intelligence
Over the past quarter century, the decision‐analytic approach to negotiation has seen the development of a better dialogue between the descriptive and the prescriptive and has also attracted the interest of 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.