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

Research output: Journal contributionsJournal articlesResearchpeer-review


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.

Original languageEnglish
JournalEuropean Review of Social Psychology
Issue number1
Pages (from-to)203-246
Number of pages44
Publication statusPublished - 01.01.2015
Externally publishedYes