Concepedia

Individual Negotiation

Individual Negotiation is a theoretical construct in cross-cultural negotiation research that refers to a negotiation process conducted by a single representative acting independently, without collaborative input from a group or team, thereby emphasizing personal decision-making styles, individual accountability, and autonomous strategy formulation within intercultural contexts.

61

Publications

4K

Citations

130

Authors

73

Institutions

Publications per year

2017–2026

8

Parents

Publications

61

Negotiation behavior and outcomes: Empirical evidence and theoretical issues.

Leigh Thompson · Psychological Bulletin · 1990 · 646 citations

, , +14

negotiating with Yourself and Losing: Making Decisions with Competing Internal Preferences

Max H. Bazerman, Ann E. Tenbrunsel, Kimberly A. Wade‐Benzoni · Academy of Management Review · 1998 · 430 citations

, , +7

The Handbook of negotiation and culture

Choice Reviews Online · 2005 · 390 citations

, , +15

NEGOTIATION PROCESSES AND OUTCOMES IN PROSOCIALLY AND EGOISTICALLY MOTIVATED GROUPS

Bianca Beersma, Carsten K. W. De Dreu · International Journal of Conflict Management · 1999 · 183 citations

, , +16

Negotiating with Yourself and Losing: Making Decisions with Competing Internal Preferences

Max H. Bazerman, Ann E. Tenbrunsel, Kimberly A. Wade‐Benzoni · Academy of Management Review · 1998 · 161 citations

, , +7

1–5 of 61

Authors

130

  1. RL
    Robin L. Pinkley

    Southern Methodist University, United States

    3 publications · 186 citations

    3

    h-index

  2. JF
    Joan F. Brett

    Arizona State University, United States

    3 publications · 186 citations

    3

    h-index

  3. LT
    Leigh Thompson

    Northwestern University, United States

    2 publications · 720 citations

    2

    h-index

  4. SW
    Scott W. Brown

    University of Connecticut, United States

    2 publications · 82 citations

    2

    h-index

  5. CK
    Carsten K. W. De Dreu

    University of Amsterdam, Netherlands

    2 publications · 297 citations

    2

    h-index

1–5 of 130

Institutions

73

  1. Carnegie Mellon University

    Pittsburgh, United States

    3 h-index

    4 publications

    179 citations

  2. University of Amsterdam

    Amsterdam, The Netherlands

    3 h-index

    5 publications

    614 citations

  3. Royal Holloway University of London

    Egham, United Kingdom

    2 h-index

    3 publications

    83 citations

  4. Washington University in St. Louis

    St Louis, United States

    2 h-index

    3 publications

    53 citations

  5. The University of Texas at San Antonio

    San Antonio, United States

    2 h-index

    2 publications

    82 citations

  6. Emory University

    Atlanta, United States

    2 h-index

    2 publications

    50 citations

  7. Southern Methodist University

    Dallas, United States

    2 h-index

    4 publications

    390 citations

  8. University of Windsor

    Windsor, Canada

    2 h-index

    3 publications

    158 citations

1–8 of 73

Venues

  1. Negotiation Journal

    6 publications · 186 citations

    6

    h-index

  2. Academy of Management Review

    AMR · 4 publications · 668 citations

    4

    h-index

  3. Group Decision and Negotiation

    3 publications · 148 citations

    3

    h-index

  4. Journal of Experimental Social Psychology

    2 publications · 161 citations

    2

    h-index

  5. Psychological Bulletin

    2 publications · 720 citations

    2

    h-index

1–5