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Stairways to Heaven: An Interlocking Self-Regulation Model of Negotiation

1999; Academy of Management; Volume: 24; Issue: 3 Linguagem: Inglês

10.5465/amr.1999.2202130

1930-3807

Joan F. Brett, Gregory B. Northcraft, Robin L. Pinkley,

Multi-Agent Systems and Negotiation

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.