TY - JOUR

T1 - Intellectual Concept of Negotiation Processes

AU - Gurieva, S.D.

AU - Zashchirinskaia, O.V.

AU - Shumskaya, E.O.

AU - Karpova, E.A.

N1 - Export Date: 10 November 2024

PY - 2024/9/1

Y1 - 2024/9/1

N2 - Whenever people realize that they cannot achieve their goals without working closely with others, there is a need for negotiation. Much research on negotiation focuses on the mutual trust of the parties. However, it is difficult to overestimate the influence of socioemotional components: participants of negotiators often tend to make inaccurate judgments about the situation without gathering necessary information and build their negotiating strategy based on intuitive assumptions. The judgments of negotiators are biased and associated with ineffective interaction of the parties. Individual differences play an important role in determining the strategy of how people conduct negotiations. Motivational and cognitive models can be the basis for a convincing description of negotiation behavior. A psychological theory of negotiation must take into account the personality of the negotiator and must integrate the features of effective motivational and cognitive models. This review highlights recent empirical research examining the social and emotional activity of negotiators. The publications covering the social aspect of behavior during the negotiation processes are considered. The authors investigated how gender stereotypes affect the effectiveness of negotiations, tested the possible impact of positive and negative emotions on the results of negotiations. This study explores the idea that negotiators are more likely to agree to sub-optimal compromise deals than to seek mutually beneficial solutions. The author makes the assumption that this is due to a misunderstanding of the interests of the other side. © 2024 Tomsk State University. All rights reserved.

AB - Whenever people realize that they cannot achieve their goals without working closely with others, there is a need for negotiation. Much research on negotiation focuses on the mutual trust of the parties. However, it is difficult to overestimate the influence of socioemotional components: participants of negotiators often tend to make inaccurate judgments about the situation without gathering necessary information and build their negotiating strategy based on intuitive assumptions. The judgments of negotiators are biased and associated with ineffective interaction of the parties. Individual differences play an important role in determining the strategy of how people conduct negotiations. Motivational and cognitive models can be the basis for a convincing description of negotiation behavior. A psychological theory of negotiation must take into account the personality of the negotiator and must integrate the features of effective motivational and cognitive models. This review highlights recent empirical research examining the social and emotional activity of negotiators. The publications covering the social aspect of behavior during the negotiation processes are considered. The authors investigated how gender stereotypes affect the effectiveness of negotiations, tested the possible impact of positive and negative emotions on the results of negotiations. This study explores the idea that negotiators are more likely to agree to sub-optimal compromise deals than to seek mutually beneficial solutions. The author makes the assumption that this is due to a misunderstanding of the interests of the other side. © 2024 Tomsk State University. All rights reserved.

KW - compromise in dialogue

KW - conflict resolution strategy

KW - emotional intellect

KW - negotiation styles

KW - opponent interaction

KW - social intelligence

KW - compromise in dialogue

KW - conflict resolution strategy

KW - emotional intellect

KW - negotiation styles

KW - opponent interaction

KW - social intelligence

UR - https://www.mendeley.com/catalogue/881e7d91-8f5b-3f5c-aa78-6f1195933fd1/

U2 - 10.17223/17267080/93/9

DO - 10.17223/17267080/93/9

M3 - статья

SP - 155

EP - 169

JO - СИБИРСКИЙ ПСИХОЛОГИЧЕСКИЙ ЖУРНАЛ

JF - СИБИРСКИЙ ПСИХОЛОГИЧЕСКИЙ ЖУРНАЛ

SN - 1726-7080

IS - 93

ER -