Stairways to Heaven: An Interlocking Self-Regulation Model of Negotiation

An interlocking self-regulation model of negotiation is introduced. A central tenet of this new model is that negotiation is both external (getting the other side to offer what you want) and internal (deciding whether to want what the other side offers). Important issues implicit in this model are d...

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Bibliographic Details
Published in:The Academy of Management review 1999-07, Vol.24 (3), p.435-451
Main Authors: Brett, Joan F, Northcraft, Gregory B, Pinkley, Robin L
Format: Article
Language:English
Subjects:
Bargaining
Control theory
Decision making
Economic models
Game theory
Human relations
Mediation
Modelling
Negotiations
Organizational behavior
Preferences
Regulation
Self
Self regulation
Social behaviour
Social construction
Social interaction
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Description
Summary:An interlocking self-regulation model of negotiation is introduced. A central tenet of this new model is that negotiation is both external (getting the other side to offer what you want) and internal (deciding whether to want what the other side offers). Important issues implicit in this model are discussed, and strategies by which negotiators reduce discrepancies between standards and offers are proposed, incorporating research on the role of attributions.
ISSN:0363-7425
1930-3807
DOI:10.2307/259135