Negotiation Behavior

Negotiation Behavior is a theoretical synthesis of what is known about negotiation as a general phenomenon. The principles presented are illustrated with examples of negotiation from many specific realms. A great deal of attention is devoted to the motives, perceptions, and other microprocesses underlying the behavior of negotiators and to the results of laboratory experiments on negotiation. Comprised of seven chapters, this book begins by defining negotiation and contrasting it with other forms of multiparty decision making, along with its significance and the nature of research on the subject. Two fundamental theoretical notions are presented: the strategic choice model and the goal/expectation hypothesis. Subsequent chapters focus on where bargainers place their demands as well as the strategies they use to foster their interests while moving toward agreement. The reader is introduced to key concepts such as demand level and concession rate, competitive tactics, and coordinative behavior, together with integrative agreements and third-party intervention in negotiation (mediation and arbitration). This monograph will be of value to practitioners in the fields of organizational and occupational psychology, social psychology, economics, industrial relations, and international relations.

Preface

Introduction: An Overview of Negotiation

The Nature of Opposed Interests

Other Approaches to Decision Where Interests Are Opposed

Significance of Negotiation

Research on Negotiation

The Concept of Issue

Basic Theoretical Ideas

1 Demand Level and Concession Rate

Outcomes of Negotiation

Determinants of Demand Level and Concession Rate

A Demand/Concession Model

2 Qualitative Features of Alternatives

The Mutually Prominent Alternative

Principles Underlying Prominence

Conditions Affecting the Prominence Principle Employed

Choice among Equally Prominent Alternatives

Reaching Agreement

Summary

3 Competitive Behavior

The Credibility of Commitments

The Nature of Competitive Tactics

Reactions to the Other Party’s Use of Competitive Tactics

Sources of Competitive Behavior

Power

Summary

4 Coordination

Types of Coordinative Behavior

Sources of Coordinative Behavior

Stages of Negotiation

5 Forms Taken by Integrative Agreements

Why Study Integrative Bargaining?

Joint Benefit

Types of Integrative Agreement

Unlinking

Reopener Agreements

Summary

6 Antecedents of Integrated Agreements

Research Methodology

Simultaneous Consideration of the Issues

Search Models

The Impact of Bargaining Tactics

Determinants of What Tactics Will Be Used

The Flexible Rigidity Hypothesis

Stubborness

The Bargainer as a Representative

The Barrier Effect

Summary

7 Third-Party Intervention

Mediation

Arbitration

The Availability of Third-Party Services

Conclusions

A Final Word on Four Theoretical Issues

Some Possible Contributions Made by This Book

Remaining Theoretical Problems and Research Issues

References

Author Index

Subject Index