Barriers to resolution in ideologically based negotiations: The role of values and institutions

• 成果类型: Article
• 署名作者: Wade-Benzoni, KA; Hoffman, AJ; Thompson, LL; Moore, DA; Gillespie, JJ; Bazerman, MH
• 署名单位: New York University; Boston University; Northwestern University; Carnegie Mellon University; Harvard University
• 刊物名称: ACADEMY OF MANAGEMENT REVIEW
• ISSN/ISSBN: 0363-7425
• DOI: 10.2307/4134368
• 发表日期: 2002
• 页码: 41-57
• 关键词: TABOO TRADE-OFFS; EGOCENTRIC INTERPRETATIONS; ENVIRONMENTAL STANDARDS; fairness; BEHAVIOR; perception; OMISSION; judgments; ECONOMICS; emotion

摘要

Although traditional behavioral decision theory as applied to negotiation sheds light on some of the barriers encountered in negotiations, it does not fully account for many of the difficulties and failures to reach settlement in ideologically based disputes. In this article we identify a number of factors that differentiate ideologically based negotiations from other types of negotiations and advance a perspective that takes into account the value-laden and institutional contexts in which they occur. We illustrate our ideas by applying them to the organizationally relevant example of environmental disputes.