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

Publikation: Beiträge in Zeitschriften › Zeitschriftenaufsätze › Forschung › begutachtet

Standard

How self-regulation helps to master negotiation challenges : An overview, integration, and outlook. / Jäger, Andreas; Loschelder, David D; Friese, Malte.

in: European Review of Social Psychology, Jahrgang 26, Nr. 1, 01.01.2015, S. 203-246.

Publikation: Beiträge in Zeitschriften › Zeitschriftenaufsätze › Forschung › begutachtet

Harvard

Jäger, A, Loschelder, DD & Friese, M 2015, 'How self-regulation helps to master negotiation challenges: An overview, integration, and outlook.', European Review of Social Psychology, Jg. 26, Nr. 1, S. 203-246. https://doi.org/10.1080/10463283.2015.1112640

APA

Jäger, A., Loschelder, D. D., & Friese, M. (2015). How self-regulation helps to master negotiation challenges: An overview, integration, and outlook. European Review of Social Psychology, 26(1), 203-246. https://doi.org/10.1080/10463283.2015.1112640

Vancouver

Jäger A, Loschelder DD, Friese M. How self-regulation helps to master negotiation challenges: An overview, integration, and outlook. European Review of Social Psychology. 2015 Jan 1;26(1):203-246. doi: 10.1080/10463283.2015.1112640

Bibtex

@article{387d41c2d6b34c27afff931f351f99ac,
title = "How self-regulation helps to master negotiation challenges: An overview, integration, and outlook.",
abstract = "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.",
keywords = "Anger, Cybernetics, Feedback, Goal Setting, Goal-setting, If–then plans, Negotiation, Negotiations, Overview, Self-Monitoring, Self-Regulation, Self-monitoring, Self-regulation, Business psychology, self-regulation, Negotiations, Goal-setting, If-Then plans",
author = "Andreas J{\"a}ger and Loschelder, {David D} and Malte Friese",
year = "2015",
month = jan,
day = "1",
doi = "10.1080/10463283.2015.1112640",
language = "English",
volume = "26",
pages = "203--246",
journal = "European Review of Social Psychology",
issn = "1046-3283",
publisher = "Psychology Press Ltd",
number = "1",

}

RIS

TY - JOUR

T1 - How self-regulation helps to master negotiation challenges

T2 - An overview, integration, and outlook.

AU - Jäger, Andreas

AU - Loschelder, David D

AU - Friese, Malte

PY - 2015/1/1

Y1 - 2015/1/1

N2 - 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.

AB - 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.

KW - Anger

KW - Cybernetics

KW - Feedback

KW - Goal Setting

KW - Goal-setting

KW - If–then plans

KW - Negotiation

KW - Negotiations

KW - Overview

KW - Self-Monitoring

KW - Self-Regulation

KW - Self-monitoring

KW - Self-regulation

KW - Business psychology

KW - self-regulation

KW - Negotiations

KW - Goal-setting

KW - If-Then plans

UR - http://www.scopus.com/inward/record.url?scp=84983591588&partnerID=8YFLogxK

U2 - 10.1080/10463283.2015.1112640

DO - 10.1080/10463283.2015.1112640

M3 - Journal articles

VL - 26

SP - 203

EP - 246

JO - European Review of Social Psychology

JF - European Review of Social Psychology

SN - 1046-3283

IS - 1

ER -

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