Negotiation

• Published in: Organizational behavior and human decision processes Vol. 136; pp. 68 - 79
• Main Authors: Brett, Jeanne, Thompson, Leigh
• Format: Journal Article
• Language: English
• Published: New York Elsevier Inc 01.09.2016; Elsevier Science Publishing Company, Inc
• Subjects: Behavior; Bias; Culture; Emotions; Environmental aspects; Motivation; Negotiation; Negotiations; Organizational behavior; Organizational behaviour; Power; Psychological aspects; Reputations; Socioeconomic factors; Studies; Negotiation

•Reviews behavioral negotiation theory and research.•Focuses on empirical studies of two-party negotiations.•Examines factors affecting negotiators’ interests and priorities, strategies and social interactions, and outcomes.•Reviews psychological factors: cognitions, biases, personality, motivation,...