NEGOTIATION

NEGOTIATION

1. GROUP LEVEL

   • Focuses on how group dy-namics influence negotiation processes and out-comes.
   • Social and Group Identity
     • economic point of view, the rationalchoice is to defect because it yields greateroutcomes.
   • Relational and Collective Identity
     • negotiation with out-group members improves intergroup relationsin
   • Culture
     • are values, beliefs, norms, andbehavioral patterns.

2. ORGANIZATIONAL LEVEL

   • Choice of Negotiation Partner
     • negotiation partner
   • Reputation and NegotiationThrough Time
     • history of negotiation behavior
       • The development of reputations

3. Moderators and Mediators

   • virtual negotiation iscurrently a fertile ground for research

4. VIRTUAL LEVEL