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Perspectives for Understanding Negotiation: Viewing Negotiation as a Judgmental Process

Margaret A. Neale and Max H. Bazerman
The Journal of Conflict Resolution
Vol. 29, No. 1 (Mar., 1985), pp. 33-55
Published by: Sage Publications, Inc.
Stable URL: http://www.jstor.org/stable/174038
Page Count: 23
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Since scans are not currently available to screen readers, please contact JSTOR User Support for access. We'll provide a PDF copy for your screen reader.
Perspectives for Understanding Negotiation: Viewing Negotiation as a Judgmental Process
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Abstract

Bargaining and negotiation research has traditionally been of significant interest to those in the industrial relations field. The current work in this area may be divided into four common perspectives: economic models, structural effects, personality differences in negotiators, and behavioral systems approaches. These approaches, however, do not explain the failure of negotiators to reach mutually beneficial agreements. To complement the existing literature, a fifth framework is proposed. Viewing negotiation as a decision-making process is posited to explain, in part, the negotiators' failure to reach such agreements.

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