Abstract
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.
| Original language | English (US) |
|---|---|
| Pages (from-to) | 435-451 |
| Number of pages | 17 |
| Journal | Academy of Management Review |
| Volume | 24 |
| Issue number | 3 |
| DOIs | |
| State | Published - Jul 1999 |
| Externally published | Yes |
ASJC Scopus subject areas
- Business, Management and Accounting(all)
- Strategy and Management
- Management of Technology and Innovation