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عنوان فارسی مقاله: مذاکره
عنوان انگلیسی مقاله: Negotiation
مجله/کنفرانس: رفتارهای سازمانی و فرایندهای تصمیم گیری انسانی – Organizational Behavior and Human Decision Processes
رشته های تحصیلی مرتبط: علوم سیاسی
گرایش های تحصیلی مرتبط: روابط بین المل
کلمات کلیدی فارسی: مذاکره
کلمات کلیدی انگلیسی: Negotiation
نوع نگارش مقاله: مقاله پژوهشی (Research Article)
نمایه: Scopus - JCR
شناسه دیجیتال (DOI): https://doi.org/10.1016/j.obhdp.2016.06.003
دانشگاه: دانشکده مدیریت کالج، دانشگاه شمال غرب، ایوانستون، ایالات متحده
ناشر: الزویر - Elsevier
نوع ارائه مقاله: ژورنال
نوع مقاله: ISI
سال انتشار مقاله: 2016
ایمپکت فاکتور: 2.482 در سال 2017
شاخص H_index: 122 در سال 2019
شاخص SJR: 1.989 در سال 2017
شناسه ISSN: 0749-5978
شاخص Quartile (چارک): Q1 در سال 2017
فرمت مقاله انگلیسی: PDF
تعداد صفحات مقاله انگلیسی: 12
وضعیت ترجمه: ترجمه نشده است
قیمت مقاله انگلیسی: رایگان
آیا این مقاله بیس است: خیر
کد محصول: E4943
فهرست انگلیسی مطالب

Abstract


1- Introduction


2- A model of negotiation


3- Negotiation strategy


4- Cognitive and motivational biases


5- Personality


6- Motivation


7- Emotions and moods


8- Trust


9- Reputations and relationships


10- Gender


11- Power: BATNA and status


12- Culture


13- Conclusion


References

نمونه متن انگلیسی مقاله

Abstract


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.


Introduction


Negotiation has been an important field of study within organizational behavior and management science since the publication of Walton and McKersie’s (1965) book, A behavioral theory of labor relations, which provided in-depth descriptions of two different strategic approaches to negotiation in behavioral terms. Walton and McKersie (1965), themselves, were influenced by the newly emerging field of game theory (Luce & Raiffa, 1957). The game theory perspective can be seen in the pervasive focus on understanding deviations from rational negotiation outcomes. It was largely Pruitt (1981) and his students during the 1970s who brought the social psychological perspective and its rigorous experimental methods to negotiation research. In this review, we adapt Brett’s model of culture and negotiation as an organizing guide for our examination of the literature (Brett, 2000). According to the model, negotiators’ interests and priorities affect the potential value of their joint gains. Negotiators’ strategies affect the nature of the interaction between the parties. How well the negotiated outcome captures the potential value of the negotiators’ joint gains depends on the nature of their interaction.

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