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

Authors
Brett, JF Northcraft, GB Pinkley, RL
Citation
Jf. Brett et al., Stairways to heaven: An interlocking self-regulation model of negotiation, ACAD MGMT R, 24(3), 1999, pp. 435-451
Citations number
75
Categorie Soggetti
Management
Journal title
ACADEMY OF MANAGEMENT REVIEW
ISSN journal
03637425 → ACNP
Volume
24
Issue
3
Year of publication
1999
Pages
435 - 451
Database
ISI
SICI code
0363-7425(199907)24:3<435:STHAIS>2.0.ZU;2-W
Abstract
We introduce an interlocking self-regulation model of negotiation. A centra l 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 m odel, and we propose strategies by which negotiators reduce discrepancies b etween standards and offers, incorporating research on the role of attribut ions.