Negotiation as a Psychological Process

Abstract

This paper develops a microlevel framework to analyze dyadic negotiation processes and outcomes. The Lewinian paradigm of behavior determination is used as a conceptual foundation to describe and synthesize the impacts of personality, perception, expectation, persuasion, and the interaction of these factors on negotiation dynamics. The findings of a bargaining experiment that employed this framework reveal that behavioral styles are activated by decidedly different sets of motivational elements and perceived psychological climates. The interaction of bargainer personalities also influences the choice of negotiating strategies. Moreover, the results indicate that outcomes are more strongly determined by personality and perceptual predictors than by the use of mutual persuasion.