Article | Negotiation Journal | October 2009

A Decision-making Perspective to Negotiation: A Review of the Past and a Look into the Future

by Chia-Jung Tsay and Max Bazerman

Abstract

Through the decision-analytic approach to negotiations, the past quarter century has seen the development of a better dialog between the descriptive and the prescriptive, as well as a burgeoning interest in the field for both academics and practitioners. Researchers have built upon the work in behavioral decision theory, examining the ways in which negotiators may deviate from rationality. The 1990s brought a renewed interest in social factors, as work on social relationships, egocentrism, attribution and construal processes, and motivated illusions was incorporated into our understanding of negotiations. Several promising areas of research have emerged in recent years, drawing from other disciplines and informing the field of negotiations, including work on the influence of ethics, emotions, intuition, and training.

Keywords: Decision Making; Negotiation; Perspective; Ethics; Emotions; Perception; Relationships; Management Practices and Processes; Training; Behavior;

Format: Print 14 pages Find at Harvard

Citation:

Tsay, Chia-Jung, and Max Bazerman. "A Decision-making Perspective to Negotiation: A Review of the Past and a Look into the Future." Negotiation Journal 25, no. 4 (October 2009): 467–480.

About the Author

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Max H. Bazerman
Jesse Isidor Straus Professor of Business Administration
Negotiation, Organizations & Markets

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