Barriers to resolution in ideologically based negotiations: The role of values and institutions
Publication
, Journal Article
Wade-Benzoni, KA; Hoffman, AJ; Thompson, LL; Moore, DA; Gillespie, JJ; Bazerman, MH
Published in: Academy of Management Review
January 1, 2002
Although traditional behavioral decision theory as applied to negotiation sheds light on some of the barriers encountered in negotiations, it does not fully account for many of the difficulties and failures to reach settlement in ideologically based disputes. In this article we identify a number of factors that differentiate ideologically based negotiations from other types of negotiations and advance a perspective that takes into account the value-laden and institutional contexts in which they occur. We illustrate our ideas by applying them to the organizationally relevant example of environmental disputes.
Duke Scholars
Published In
Academy of Management Review
DOI
ISSN
0363-7425
Publication Date
January 1, 2002
Volume
27
Issue
1
Start / End Page
41 / 57
Related Subject Headings
- Business & Management
- 3507 Strategy, management and organisational behaviour
- 1505 Marketing
- 1503 Business and Management
Citation
APA
Chicago
ICMJE
MLA
NLM
Wade-Benzoni, K. A., Hoffman, A. J., Thompson, L. L., Moore, D. A., Gillespie, J. J., & Bazerman, M. H. (2002). Barriers to resolution in ideologically based negotiations: The role of values and institutions. Academy of Management Review, 27(1), 41–57. https://doi.org/10.5465/AMR.2002.5922336
Wade-Benzoni, K. A., A. J. Hoffman, L. L. Thompson, D. A. Moore, J. J. Gillespie, and M. H. Bazerman. “Barriers to resolution in ideologically based negotiations: The role of values and institutions.” Academy of Management Review 27, no. 1 (January 1, 2002): 41–57. https://doi.org/10.5465/AMR.2002.5922336.
Wade-Benzoni KA, Hoffman AJ, Thompson LL, Moore DA, Gillespie JJ, Bazerman MH. Barriers to resolution in ideologically based negotiations: The role of values and institutions. Academy of Management Review. 2002 Jan 1;27(1):41–57.
Wade-Benzoni, K. A., et al. “Barriers to resolution in ideologically based negotiations: The role of values and institutions.” Academy of Management Review, vol. 27, no. 1, Jan. 2002, pp. 41–57. Scopus, doi:10.5465/AMR.2002.5922336.
Wade-Benzoni KA, Hoffman AJ, Thompson LL, Moore DA, Gillespie JJ, Bazerman MH. Barriers to resolution in ideologically based negotiations: The role of values and institutions. Academy of Management Review. 2002 Jan 1;27(1):41–57.
Published In
Academy of Management Review
DOI
ISSN
0363-7425
Publication Date
January 1, 2002
Volume
27
Issue
1
Start / End Page
41 / 57
Related Subject Headings
- Business & Management
- 3507 Strategy, management and organisational behaviour
- 1505 Marketing
- 1503 Business and Management