Advanced Introduction to Negotiation

193 Pages·2022·7.583 MB·English

by  Leigh Thompson, Cynthia S. Wang

Advanced
Introduction to
Negotiation
LEIGH THOMPSON
CYNTHIA S. WANG
Advanced Introduction to Negotiation
Elgar Advanced Introductions are stimulating and thoughtful intro-
ductions to major fields in the social sciences, business and law, expertly
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orous, they offer concise and lucid surveys of the substantive and policy
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For a full list of titles in the series please see the back of the book. Recent
titles in the series include:
Central Banks and Monetary
Sustainable Careers
Policy
Jeffrey H. Greenhaus and Gerard
Jakob de Haan and Christiaan
A. Callanan
Pattipeilohy
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Megaprojects
Peter T. Muchlinski
Nathalie Drouin and Rodney
Spatial Statistics Turner
Daniel A. Griffith and Bin Li
Social Capital
The Sociology of the Self Karen S. Cook
Shanyang Zhao
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Artificial Intelligence in Ian McAllister
Healthcare
Negotiation
Tom Davenport, John Glaser and
Leigh Thompson and Cynthia S.
Elizabeth Gardner
Wang
Advanced Introduction to
Negotiation
LEIGH THOMPSON
J. Jay Gerber Professor of Dispute Resolution and
Organizations, Professor of Management and Organizations,
Director of Kellogg Team and Group Research Center,
Northwestern University’s Kellogg School of Management,
USA
CYNTHIA S. WANG
Executive Director of the Dispute Resolution and Research
Center and Clinical Professor of Management and
Organizations, Northwestern University’s Kellogg School of
Management, USA
Elgar Advanced Introductions
Cheltenham, UK • Northampton, MA, USA
© Leigh Thompson and Cynthia S. Wang 2022
All rights reserved. No part of this publication may be reproduced, stored
in a retrieval system or transmitted in any form or by any means, electronic,
mechanical or photocopying, recording, or otherwise without the prior
permission of the publisher.
Published by
Edward Elgar Publishing Limited
The Lypiatts
15 Lansdown Road
Cheltenham
Glos GL50 2JA
UK
Edward Elgar Publishing, Inc.
William Pratt House
9 Dewey Court
Northampton
Massachusetts 01060
USA
A catalogue record for this book
is available from the British Library
Library of Congress Control Number: 2022941144
ISBN 978 1 78990 911 1 (cased)
ISBN 978 1 78990 913 5 (paperback)
ISBN 978 1 78990 912 8 (eBook)
EEP BoX
We thank Ellen Hampton, Elizabeth Asako Kinase-Leggett, and Vani Sattiraju for
their assistance in the preparation of this manuscript.

Contents
About the authors x
1 A multi-disciplinary approach 1
1.1 Economic Roots 1
1.2 Social Psychology 7
1.3 Labor Relations and Management 12
1.4 Summary 15
2 Core concepts 16
2.1 Prescriptive versus Descriptive Models 16
2.2 Distributive and Integrative Negotiation 17
2.3 No-Agreement Alternative 19
2.4 Settlement Range 21
2.5 Target Point 22
2.6 Issues and Alternatives 24
2.7 Opening Offers 24
2.8 Persuasion 28
2.9 Concessions 29
2.10 Empirical Paradigms 32
2.11 Dependent Variables 33
2.12 Summary 34
3 Behavioral decision making and negotiation 35
3.1 Heuristics and Biases 35
3.2 Applications to Negotiation 40
vii
viii ADVANCED INTRODUCTION TO NEGOTIATION
3.3 Fixed-Pie Perception 46
3.4 Summary 47
4 Relationships and social utility 48
4.1 Individual Rationality On Trial 48
4.2 Subjective Value 49
4.3 Relationships 52
4.4 Reputation 57
4.5 Situational Cues 58
4.6 Summary 58
5 Emotion revolution 59
5.1 From Cold to Hot Information Processing 59
5.2 Dual Routes 60
5.3 Emotion and Mood 60
5.4 Emotion in Negotiation 62
5.5 Empathy and Perspective-Taking 64
5.6 Trust, Distrust, and Suspicion 65
5.7 Motivation 66
5.8 Prevention and Promotion 66
5.9 Mindset 67
5.10 Summary 68
6 Gender 69
6.1 The Propensity to Negotiate 70
6.2 Economic Outcomes 73
6.3 Non-Economic Outcomes 78
6.4 Summary 80
7 Individual differences 82
7.1 A Rebirth of Individual Differences Research 83
7.2 The Direct Effect Approach 83
7.3 The Contingency Approach 87
7.4 Dyadic Approaches 89
7.5 Summary 93
CONTENTS ix
8 Ethics 95
8.1 Types of Unethical Behavior 95
8.2 Acceptability of Tactics and Behaviors 96
8.3 Causes of Unethical Behavior 97
8.4 Curtailing Unethical Behavior 104
8.5 Consequences of Unethical Behavior 105
8.6 Summary 107
9 Culture 108
9.1 Cultural and Situational Inputs 108
9.2 Intracultural and Intercultural Negotiations 111
9.3 Negotiation Processes 113
9.4 Negotiation Outcomes 117
9.5 Summary 123
10 Communication media 124
10.1 Media Richness Theory 125
10.2 Communication Grounding Theory 127
10.3 The Barrier Effect 128
10.4 Social Information Processing Theory 129
10.5 Communication Orientation Theory 130
10.6 Additional Moderators 132
10.7 Summary 135
References 137
Index 161