A decision-making perspective to negotiation
a review of the past and a look into the future
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Author
Contributions
- Bazerman, Max H. - Contributor
- Harvard Business School - Contributor
Publication
2009 - Harvard Business School, Boston, Massachusetts
Language
English
Word Count
7,000 words, Guess
Page Count
28 pages
Identifiers
- OCLC Control Number542387103
- Open LibraryOL45169918M
Description
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.
Subjects
Series Statement
- Working paper / Harvard Business School -- 10-002
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