Psychological Influence in Negotiation: An Introduction Long Overdue  

Oleh:

Malhotra, Deepak ; Bazerman, Max H.

Jenis: Article from Journal - ilmiah internasional
Dalam koleksi: JOM: Journal of Management vol. 34 no. 3 (Jun. 2008), page 509-531.
Topik: Negotiation; Influence; Social Influence; Psychological Influence; Persuasion; Attitude Change; Information Processing; Communication
Fulltext: 509.full - Bernard.pdf (143.81KB)

Ketersediaan

Perpustakaan Pusat (Semanggi) Nomor Panggil: JJ92.14 Non-tandon: 1 (dapat dipinjam: 0) Tandon: tidak ada

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Isi artikel

This article begins with an analysis of the limited extent to which social influence research has penetrated the field of negotiation. The authors argue that one barrier has been that research on social influence focuses almost exclusively on economic or structural levers of influence. With this background, the article seeks to do the following: (a) define the doamin of psychological influence as consisting of tactics that do not require the influencer to change the economic or structural aspects f the bargaining situation, (b) review prior decision research to identify ideas that may be relevant to psychological influence, (c) provide numerous examples of how decisions research can be leverged to create psychological influence tactics for negotiators, (d) consider how targets of influence might defend against the tactics herein considered, and (e) consider some of the ethical issues surrounding the use of psychological influence in negotiation.

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