Negotiation has been an important area of research within organizational behavior and management science for the past 50 years. In this review, we adapt Brett's model of culture and negotiation (Brett, 2000) and use it as an organizing guide to examine the factors that research has shown to affect 3 key measures, namely: negotiators' interests and priorities, strategies and social interactions, and outcomes. Specifically, the model focuses on psychological factors including cognitions and biases, personality, motivation, emotions and inclination to trust; and social-environmental factors including reputation and relationship, gender, power and status, and culture. We conclude with a discussion of how future directions might address some of the limitations of current research.[web URL:http://www.sciencedirect.com/science/article/pii]


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    Titel :

    Negotiation


    Beteiligte:


    Erscheinungsdatum :

    2016




    Medientyp :

    Aufsatz (Zeitschrift)


    Format :

    Print


    Sprache :

    Englisch



    Klassifikation :

    Lokalklassifikation FBW:    oek 7550
    BKL:    77.93 Angewandte Psychologie



    Negotiation

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