How self-regulation helps to master negotiation challenges: An overview, integration, and outlook.

Publikation: Beiträge in ZeitschriftenZeitschriftenaufsätzeForschungbegutachtet

Authors

En route to crafting profitable deals, negotiators face abundant challenges—from overcoming anger, to dealing with low power, to seeking hidden integrative opportunities. Here, we argue that self-regulation can help to master these negotiation challenges and improve negotiation outcomes. To this end, we provide a review of the literature on negotiation challenges and integrate it with selfregulation research. Based on the cybernetic feedback model of self-regulation and the phase model of negotiations, we structure the literature and argue how and why prominent self-regulation techniques such as specifying goals, mental contrasting, and if–then plans help to master negotiation challenges. In addition, we expand on the less researched self-regulation technique of self-monitoring and how it may help to achieve negotiation goals. We conclude that self-regulation provides a powerful toolbox to master the challenges that negotiators face at the bargaining table, identify limitations of the extant literature, and suggest avenues for future research.

OriginalspracheEnglisch
ZeitschriftEuropean Review of Social Psychology
Jahrgang26
Ausgabenummer1
Seiten (von - bis)203-246
Anzahl der Seiten44
ISSN1046-3283
DOIs
PublikationsstatusErschienen - 01.01.2015
Extern publiziertJa

    Fachgebiete

  • Anger, Cybernetics, Feedback, Goal Setting, Goal-setting, If–then plans, Negotiation, Negotiations, Overview, Self-Monitoring, Self-Regulation, Self-monitoring, Self-regulation
  • Wirtschaftspsychologie

DOI