Bazerman M H, Curhan J R, Moore D A, Valley K L
Kellogg Graduate School of Management, Northwestern University, Evanston, Illinois 60208, USA.
Annu Rev Psychol. 2000;51:279-314. doi: 10.1146/annurev.psych.51.1.279.
The first part of this paper traces a short history of the psychological study of negotiation. Although negotiation was an active research topic within social psychology in the 1960s and 1970s, in the 1980s, the behavioral decision perspective dominated. The 1990s has witnessed a rebirth of social factors in the psychological study of negotiation, including social relationships, egocentrism, motivated illusions, and emotion. The second part of this paper reviews five emerging research areas, each of which provides useful insight into how negotiators subjectively understand the negotiation: (a) mental models in negotiation; (b) how concerns of ethics, fairness, and values define the rules of the game being played; (c) how the selection of a communication medium impacts the way the game is played; (d) how cross-cultural issues in perception and behavior affect the negotiation game; and (e) how negotiators organize and simplify their understandings of the negotiation game when more than two actors are involved.
本文的第一部分追溯了谈判心理学研究的简短历史。尽管谈判在20世纪60年代和70年代是社会心理学中的一个活跃研究主题，但在20世纪80年代，行为决策视角占据了主导地位。20世纪90年代见证了谈判心理学研究中社会因素的复兴，包括社会关系、自我中心主义、动机性错觉和情感。本文的第二部分回顾了五个新兴研究领域，每个领域都为谈判者如何主观理解谈判提供了有益的见解：（a）谈判中的心理模型；（b）道德、公平和价值观的考量如何定义正在进行的博弈规则；（c）沟通媒介的选择如何影响博弈的进行方式；（d）感知和行为中的跨文化问题如何影响谈判博弈；以及（e）当涉及两个以上参与者时，谈判者如何组织和简化他们对谈判博弈的理解。
