Stairways to heaven: An interlocking self-regulation model of negotiation

Joan F. Brett, Gregory B. Northcraft, Robin L. Pinkley

Research output: Contribution to journalArticlepeer-review

32 Scopus citations

Abstract

We introduce an interlocking self-regulation model of negotiation. A central tenet of this new model is that negotiation is both external (getting the other side to offer what you want) and internal (deciding whether to want what the other side offers). We discuss important issues implicit in this model, and we propose strategies by which negotiators reduce discrepancies between standards and offers, incorporating research on the role of attributions.

Original languageEnglish (US)
Pages (from-to)435-451
Number of pages17
JournalAcademy of Management Review
Volume24
Issue number3
DOIs
StatePublished - Jul 1999
Externally publishedYes

ASJC Scopus subject areas

  • Business, Management and Accounting(all)
  • Strategy and Management
  • Management of Technology and Innovation

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