Negotiation and conflict resolution: A behavioral decision research perspective

Alex B. Van Zant, Laura J. Kray

Research output: Chapter in Book/Report/Conference proceedingChapter

1 Scopus citations

Abstract

The behavioral decision research (BDR) perspective has been instrumental in uncovering erroneous assumptions and biases that prevent negotiators from achieving optimal solutions. This chapter examines negotiations through the BDR lens. After articulating signature characteristics of this approach and identifying cognitive research that has adopted it, the chapter explores how a consideration of affect and motivation further elucidate negotiations. It then considers the utility of the BDR approach in light of research highlighting the importance of relational performance measures to negotiators. The chapter also considers how BDR paradigm’s emphasis on drawing comparisons to a normative economic standard can be leveraged to bring relational aspects of performance further into the negotiation landscape. The primary objective is to illustrate the BDR perspective by juxtaposing it with alternate theoretical perspectives. In so doing, it takes stock of behavioral negotiation theory, identifies its strengths and weaknesses, and suggests promising directions for future research.

Original languageEnglish (US)
Title of host publicationThe Wiley Blackwell Handbook of Judgment and Decision Making
Publisherwiley
Pages828-848
Number of pages21
ISBN (Electronic)9781118468333
ISBN (Print)9781118468395
DOIs
StatePublished - Jan 1 2015
Externally publishedYes

All Science Journal Classification (ASJC) codes

  • Psychology(all)

Keywords

  • Behavioral decision research
  • Behavioral negotiation theory
  • Cognitive research
  • Conflict resolution
  • Negotiator motivation

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