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 -