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Other-Oriented(or Concerning) Negotiators: A Critical Review and Model Specification

김형기|노윤호|김태현
한국협상학회 (Korean association of negotiation studies)|2023.12|협상 연구 (International journal of Negotiation)|제26권 제2호|pp. 1-42

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참고문헌

키워드

RelationshipOther orientationNegotiation phaseNegotiation tacticsJoint gain

초록

Negotiation is where multiple parties struggle to achieve their goals by compromising their conflicting interests and finding better solutions. Other-oriented negotiators, who dispositionally tend to be concerned with their counterparts’ interests, are competent at increasing joint gains, making satisfactory negotiation processes, and building relationships but comparably poor at taking care of one’s share. In this article, after identifying two antecedents (i.e. self-construal, gender) and definition of other orientation, we systematically and comprehensively review how other orientation operates in each phase of negotiation: planning, bargaining, and implementation. Based on the psychological and behavioral tendencies, we propose practical strategies for other-oriented negotiators to achieve competent outcomes. We also suggest future research ideas by pointing out the divergent results and the unexplored areas.

Abstract

Negotiation is where multiple parties struggle to achieve their goals by compromising their conflicting interests and finding better solutions. Other-oriented negotiators, who dispositionally tend to be concerned with their counterparts’ interests, are competent at increasing joint gains, making satisfactory negotiation processes, and building relationships but comparably poor at taking care of one’s share. In this article, after identifying two antecedents (i.e. self-construal, gender) and definition of other orientation, we systematically and comprehensively review how other orientation operates in each phase of negotiation: planning, bargaining, and implementation. Based on the psychological and behavioral tendencies, we propose practical strategies for other-oriented negotiators to achieve competent outcomes. We also suggest future research ideas by pointing out the divergent results and the unexplored areas.

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