Negotiation occurs whenever people cannot achieve their own goals without the cooperation of others. Our review highlights recent empirical research that investigates this ubiquitous social activity. We selectively review descriptive research emerging from social psychology and organizational behavior. This research examines negotiation behavior and outcomes at five levels of analysis: intrapersonal, interpersonal, group, organizational, and virtual. At each level, we review research on negotiation processes and outcomes, and we discuss the implications of various processes and outcomes for the two functions of negotiation: value creation (integrative negotiation) and value claiming (distributive negotiation).
1867. The Civil War is over. Yet there is much unrest and resentment that lives on throughout the land, and in the hearts of many... Marco steps out of the ashes of the war; a man turned bounty hunter had everything which mattered most to him violently stripped away. So he emerges with a burning desire like none other to find redemption, and a new purpose in life. He sets off i...
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