کد مقاله کد نشریه سال انتشار مقاله انگلیسی نسخه تمام متن
5035360 1471845 2016 12 صفحه PDF دانلود رایگان
عنوان انگلیسی مقاله ISI
Negotiation
ترجمه فارسی عنوان
مذاکره
موضوعات مرتبط
علوم انسانی و اجتماعی مدیریت، کسب و کار و حسابداری بازاریابی و مدیریت بازار
چکیده انگلیسی
Negotiation has been an important area of research within organizational behavior and management science for the past 50 years. In this review, we adapt Brett's model of culture and negotiation (Brett, 2000) and use it as an organizing guide to examine the factors that research has shown to affect 3 key measures, namely: negotiators' interests and priorities, strategies and social interactions, and outcomes. Specifically, the model focuses on psychological factors including cognitions and biases, personality, motivation, emotions and inclination to trust; and social-environmental factors including reputation and relationship, gender, power and status, and culture. We conclude with a discussion of how future directions might address some of the limitations of current research.
ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Organizational Behavior and Human Decision Processes - Volume 136, September 2016, Pages 68-79
نویسندگان
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