Table of Contents

Handbook of Conflict Management Research

Handbook of Conflict Management Research

Elgar original reference

Edited by Oluremi B. Ayoko, Neal M. Ashkanasy and Karen A. Jehn

This unique book draws together current thoughts and research in conflict management. Specifically, it brings a wealth of knowledge from authorities in the field on emerging issues such as power in conflict, cognition and emotions in conflict, leading conflict from multiple perspectives and cultural orientations, the role of context in conflict and the teaching of conflict management. Altogether, the Handbook provides a critical avenue for researchers and practitioners’ continued engagement in conflict research and management theory.

Chapter 27: Negotiator bandwidth

Leigh Thompson, Brian Lucas and Erika Hall

Subjects: business and management, organisational behaviour, strategic management

Abstract

Negotiation theory is most useful to scholars and practitioners when it is applied across negotiation domains. However, negotiators often fail to do this and, instead, segment their negotiations by industry, life circumstance, or geographic location. In this chapter we introduce the concept of negotiation bandwidth, which is the ability of negotiators to use strategies across a wide range of negotiation situations. We argue that the ability to apply negotiation theory broadly across domains is critical to performance and learning. We identify three failures of negotiation bandwidth: domain myopia, the self-preoccupation effect, and the script hijack effect. We highlight the consequences of segmenting negotiations into situation-specific domains and discuss strategies for overcoming these failures of bandwidth.

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