Barriers to Resolution in Ideologically Based Negotiations: The Role of Values and Institutions
dc.contributor.author | Hoffman, Andrew J. | |
dc.contributor | Wade-Benzoni, Kimberly A. | |
dc.contributor | Thompson, Leigh | |
dc.contributor | Moore, Don A. | |
dc.contributor | Gillespie, James | |
dc.contributor | Bazerman, Max H. | |
dc.date.accessioned | 2017-03-31T15:22:07Z | |
dc.date.available | 2017-03-31T15:22:07Z | |
dc.date.issued | 2001-03 | |
dc.identifier | 1357 | en_US |
dc.identifier.citation | Academy of Management Review, 27 (1): 41-57 Date: March 1, 2001 | en_US |
dc.identifier.uri | https://hdl.handle.net/2027.42/136208 | |
dc.description.abstract | While traditional behavioral decision theory as applied to negotiation sheds light on some of the barriers encountered in negotiations, it does not fully account for many of the difficulties and failures to reach settlement in ideologically-based disputes. In this paper, we identify a number of factors that differentiate ideologically-based negotiations from other types of negotiation, and advance a perspective that takes into account the value-laden and institutional contexts in which they occur. We illustrate our ideas by applying them to the organizationally relevant example of environmental disputes. | en_US |
dc.subject | Negotiations | en_US |
dc.subject | Dispute resolution | en_US |
dc.subject | Ideologically based disputes | en_US |
dc.subject | values | en_US |
dc.subject.classification | Management and Organizations | en_US |
dc.title | Barriers to Resolution in Ideologically Based Negotiations: The Role of Values and Institutions | en_US |
dc.type | Working Paper | en_US |
dc.subject.hlbsecondlevel | Management | en_US |
dc.subject.hlbtoplevel | Business | |
dc.contributor.affiliationum | Ross School of Business | en_US |
dc.contributor.affiliationother | Duke University - Fuqua School of Business | en_US |
dc.contributor.affiliationother | Northwestern University - Kellogg School of Management | en_US |
dc.contributor.affiliationother | University of California, Berkeley - Haas School of Business | en_US |
dc.contributor.affiliationumcampus | Ann Arbor | |
dc.description.bitstreamurl | https://deepblue.lib.umich.edu/bitstream/2027.42/136208/1/1357_Hoffman.pdf | |
dc.owningcollname | Business, Stephen M. Ross School of - Working Papers Series |
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