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Annu Rev Psychol. 2010;61:491-515. doi: 10.1146/annurev.psych.093008.100458.

Negotiation.

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1
Kellogg School of Management, Northwestern University, Evanston, Illinois 60208, USA. leighthompson@kellogg.northwestern.edu

Abstract

Negotiation occurs whenever people cannot achieve their own goals without the cooperation of others. Our review highlights recent empirical research that investigates this ubiquitous social activity. We selectively review descriptive research emerging from social psychology and organizational behavior. This research examines negotiation behavior and outcomes at five levels of analysis: intrapersonal, interpersonal, group, organizational, and virtual. At each level, we review research on negotiation processes and outcomes, and we discuss the implications of various processes and outcomes for the two functions of negotiation: value creation (integrative negotiation) and value claiming (distributive negotiation).

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