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Negotiation as Social Interaction

Author

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  • Mara Olekalns

    (Melbourne Business School, The University of Melbourne, 200 Leicester St, Carlton, VIC 3053.)

Abstract

Why negotiators fail to find and implement mutually beneficial solutions is a central question in negotiation research. In answering this question, researchers have often focused on how situational and cognitive factors shape negotiators' outcomes. The relationship between negotiators' strategies and their subsequent outcomes is relatively less well investigated, although no less informative. In this article, I focus on post-1990 research to highlight some of the insights obtained from exploring communication processes in dyadic negotiations. This discussion identifies not only the need for further research in this field, but also the need to improve our understanding of how dyad composition and social cognition shape the negotiation process and outcomes.

Suggested Citation

  • Mara Olekalns, 2002. "Negotiation as Social Interaction," Australian Journal of Management, Australian School of Business, vol. 27(1_suppl), pages 39-46, June.
    • Handle: RePEc:sae:ausman:v:27:y:2002:i:1_suppl:p:39-46
    DOI: 10.1177/031289620202701S05
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    Citations

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    Cited by:

    1. Petru Lucian Curşeu & Sandra Schruijer, 2008. "The Effects of Framing on Inter-group Negotiation," Group Decision and Negotiation, Springer, vol. 17(4), pages 347-362, July.
    2. Johannes Gettinger & Sabine T. Koeszegi, 2014. "Far from Eye, Far from Heart: Analysis of Graphical Decision Aids in Electronic Negotiation Support," Group Decision and Negotiation, Springer, vol. 23(4), pages 787-817, July.
    3. Theresa M. Welbourne & Manuela Pardo-del-Val, 2009. "Relational Capital: Strategic Advantage for Small and Medium-Size Enterprises (SMEs) Through Negotiation and Collaboration," Group Decision and Negotiation, Springer, vol. 18(5), pages 483-497, September.

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