Stairways to heaven: An interlocking self-regulation model of negotiation

• 成果类型: Article
• 署名作者: Brett, JF; Northcraft, GB; Pinkley, RL
• 署名单位: Arizona State University; Arizona State University-Downtown Phoenix; University of Illinois System; University of Illinois Chicago; University of Illinois Chicago Hospital; Southern Methodist University
• 刊物名称: ACADEMY OF MANAGEMENT REVIEW
• ISSN/ISSBN: 0363-7425
• DOI: 10.2307/259135
• 发表日期: 1999
• 页码: 435-451
• 关键词: DYADIC NEGOTIATION; BEHAVIOR; ARBITRATION; FRAMEWORK; ALTERNATIVES; management; outcomes; CONFLICT; JUDGMENT; loop

摘要

We introduce an interlocking self-regulation model of negotiation. A central tenet of this new model is that negotiation is both external (getting the other side to offer what you want) and internal (deciding whether to want what the other side offers). We discuss important issues implicit in this model, and we propose strategies by which negotiators reduce discrepancies between standards and offers, incorporating research on the role of attributions.