.png){kind=icon}
返回
Negotiation
.png){kind=icon}
PRE
AI
DOI：10.1146/annurev.psych.51.1.279.png)
.png){kind=icon}
原文求助.png){kind=icon}
分享.png){kind=icon}
收藏
摘要
En 中文
The first part of this paper traces a short history of the psychological study of negotiation. Although negotiation was an active research topic within social psychology in the 1960s and 1970s, in the 1980s, the behavioral decision perspective dominated. The 1990s has witnessed a rebirth of social factors in the psychological study of negotiation, including social relationships, egocentrism, motivated illusions, and emotion. The second part of this paper reviews five emerging research areas, each of which provides useful insight into how negotiators subjectively understand the negotiation: (a) mental models in negotiation; (b) how concerns of ethics, fairness, and values define the rules of the game being played; (c) how the selection of a communication medium impacts the way the game is played; (d) how cross-cultural issues in perception and behavior affect the negotiation game; and (e) how negotiators organize and simplify their understandings of the negotiation game when more than two actors are involved.
Keyword:
bargaining
mental models
ethics
culture
communications media
multiparty negotiation
AI总结
对已上传原文的论文进行重点信息的提取，主要内容包括：简要概述、研究摘要、背景介绍、关键亮点、图文解析、展望与总结。
期刊
IF:
29.4
论文数:
1.9K
被引数:
3.0W
机构
暂无机构信息
引用论文
.png){kind=icon}
查看更多内容