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

IF 12.7 1区化学 Q1 CHEMISTRY, MULTIDISCIPLINARY

ACS Central Science Pub Date : 2015-01-01 DOI:10.1080/10463283.2015.1112640

A. Jäger, David D. Loschelder, Malte Friese

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引用次数: 17

Abstract

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 self-regulation 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.

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自我调节如何帮助掌握谈判挑战:概述、整合和展望

在达成有利可图的交易的过程中，谈判者面临着大量的挑战——从克服愤怒，到处理低权力，再到寻找隐藏的整合机会。在此，我们认为自我调节有助于掌握这些谈判挑战并改善谈判结果。为此，我们对谈判挑战的文献进行了回顾，并将其与自我调节研究相结合。基于自我调节的控制论反馈模型和谈判的阶段模型，我们构建了文献，并讨论了诸如指定目标、心理对比和如果-那么计划等重要的自我调节技术如何以及为什么有助于掌握谈判挑战。此外，我们扩展了研究较少的自我监控的自我调节技术，以及它如何有助于实现谈判目标。我们的结论是，自我调节提供了一个强大的工具箱来掌握谈判者在谈判桌上面临的挑战，识别现有文献的局限性，并为未来的研究提出了途径。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

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来源期刊

ACS Central Science Chemical Engineering-General Chemical Engineering

CiteScore

25.50

自引率

0.50%

发文量

194

审稿时长

10 weeks

期刊介绍： ACS Central Science publishes significant primary reports on research in chemistry and allied fields where chemical approaches are pivotal. As the first fully open-access journal by the American Chemical Society, it covers compelling and important contributions to the broad chemistry and scientific community. "Central science," a term popularized nearly 40 years ago, emphasizes chemistry's central role in connecting physical and life sciences, and fundamental sciences with applied disciplines like medicine and engineering. The journal focuses on exceptional quality articles, addressing advances in fundamental chemistry and interdisciplinary research.