The ‘Moving Forward to Agreements’ Survey

David Cremer and Madan M. Pillutla
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David Cremer: China Europe International Business School (CEIBS)
Madan M. Pillutla: London Business School (LBS)

Chapter Chapter 9 in Making Negotiations Predictable, 2012, pp 144-154 from Palgrave Macmillan

Abstract: Abstract We began this book by claiming that even though negotiators are not fully rational, they are predictable. People react to situational constraints in systematic ways, and social psychologists have provided us with the necessary tools to predict these ways. We hope that we have persuaded you about this. While we have covered the psychology of negotiations by summarizing extant research on topics such as power, trust, fairness, and emotions and extended them to negotiation interactions, we have left an important part for the end. This is the part about how your behavioural tendencies interact with the negotiation situation to give you the negotiation outcomes that you have been receiving.

Date: 2012
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Persistent link: https://EconPapers.repec.org/RePEc:pal:palchp:978-1-137-02479-4_9

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DOI: 10.1057/9781137024794_9

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