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| Author: | Tsay, C. Bazerman, M.H. |
| Title: | A decision-making perspective to negotiation: A review of the past and look to the future |
| Journal: | Negotiation Journal
2009 : OCT, VOL. 25:4 p. 467-480 |
| Index terms: | negotiation bargaining decision analysis bias ethics training |
| Language: | eng |
| Abstract: | The article reviews decision-making perspective to negotiation over the past years and in the future. The decision-analytic approach to negotiation has seen the development of a better dialogue between the descriptive and the prescriptive during the past quarter century. Researchers have built upon the work in behavioral decision theory, investigating the ways in which negotiators may deviate from rationality. A renewed interest in social factors emerged in 1990s, as work on social relationships, egocentrism, attribution and construal processes, and motivated illusions was incorporated into our understanding of negotiations. After reviewing the history of negotiation studies, current and future areas of negotiation research are discussed. |
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