Table of Contents

Handbook of Research on Negotiation

Handbook of Research on Negotiation

Elgar original reference

Edited by Mara Olekalns and Wendi L. Adair

Leading international scholars give insight into both the factors known to shape negotiation and the questions that we need to answer as we strive to deepen our understanding of the negotiation process. This Handbook provides analyses of the negotiation process from four distinct perspectives: negotiators’ cognition and emotion, social processes and social inferences, communication processes, and complex negotiations, covering trade, peace, environment, and crisis negotiations.

Chapter 3: Motivated cognition in negotiation

Lukas Koning and Eric van Dijk

Subjects: business and management, organisational behaviour


As people live side by side in ever-growing societies, conflicts of interests seem almost inevitable. Conflicts may appear at a large scale involving many people (for example, a conflict between nations) or at a small scale involving just two people (for example, two partners bickering over the daily chores). Inherent to all conflicts is their potential to escalate. Conflicts between nations can escalate into wars and conflicts between partners can turn into fights. Such escalations are often costly to all parties involved. A war, for example, may result in a large loss of lives. It is clear that escalation of a conflict is something one wants to avoid. Negotiations offer a more constructive way to solve conflicts. Given the potential benefits, it should be no surprise that negotiations have been a focal topic in economic and psychological research. Negotiating can be described as a social interaction in which two or more parties in conflict seek a better outcome through joint action than they could realize independently (Lax and Sebenius, 1986). It is important to note that this definition stresses both a conflict of interests and interdependency.

You are not authenticated to view the full text of this chapter or article.

Elgaronline requires a subscription or purchase to access the full text of books or journals. Please login through your library system or with your personal username and password on the homepage.

Non-subscribers can freely search the site, view abstracts/ extracts and download selected front matter and introductory chapters for personal use.

Your library may not have purchased all subject areas. If you are authenticated and think you should have access to this title, please contact your librarian.

Further information