Concepedia

Negotiation Interests

Negotiation Interests is an academic construct in the field of conflict resolution that denotes the underlying concerns, needs, desires, or preferences that shape the positions and bargaining behaviors of parties in interest-based bargaining, distinguishing it from mere positional demands by revealing the substantive motivations driving negotiation outcomes.

17

Publications

1.1K

Citations

29

Authors

27

Institutions

Publications per year

2017–2026

0

Parents

Publications

17

Negotiation Analysis: A Characterization and Review

James K. Sebenius · Management Science · 1992 · 373 citations

, , +15

Behaviors, Trust, and Goal Achievement in a Win-Win Negotiating Role Play

John K. Butler · Group & Organization Management · 1995 · 138 citations

, , +10

The Strategic Use of Interests, Rights, and Power to Resolve Disputes

Anne L. Lytle, Jeanne M. Brett, Debra L. Shapiro · Negotiation Journal · 1999 · 104 citations

, , +16

Interests: The Measure of Negotiation

David A. Lax, James K. Sebenius · Negotiation Journal · 1986 · 54 citations

, , +6

Now you see it, now you don't: Interests, issues, and psychological distance in integrative negotiation.

Mauro Giacomantonio, Carsten K. W. De Dreu, Lucia Mannetti · Journal of Personality and Social Psychology · 2010 · 51 citations

, , +15

1–5 of 17

Authors

29

  1. JK
    James K. Sebenius

    Harvard University, United States

    5 publications · 560 citations

    5

    h-index

  2. DA
    David A. Lax

    Harvard University Press, United States

    2 publications · 94 citations

    2

    h-index

  3. CK
    Christie Knittel Mabry

    Clayton State University, United States

    1 publications · 10 citations

    1

    h-index

  4. LM
    Lucia Mannetti

    Sapienza University of Rome, Italy

    1 publications · 51 citations

    1

    h-index

  5. AE
    Andrea E. Abele

    Friedrich-Alexander-Universität Erlangen-Nürnberg, Germany

    1 publications · 16 citations

    1

    h-index

1–5 of 29

Institutions

27

  1. Harvard University

    Cambridge, United States

    3 h-index

    3 publications

    467 citations

  2. Associated Press

    New York, United States

    2 h-index

    2 publications

    94 citations

  3. The University of Sydney

    Sydney, Australia

    1 h-index

    1 publications

    49 citations

  4. Friedrich-Alexander-Universität Erlangen-Nürnberg

    Erlangen, Germany

    1 h-index

    1 publications

    16 citations

  5. Sapienza University of Rome

    Rome, Italy

    1 h-index

    2 publications

    102 citations

  6. University of Canterbury

    Christchurch, New Zealand

    1 h-index

    1 publications

    28 citations

  7. John F. Kennedy University

    Pleasant Hill, United States

    1 h-index

    1 publications

    373 citations

  8. Kellogg's (Canada)

    Mississauga, Canada

    1 h-index

    1 publications

    104 citations

1–8 of 27

Venues

  1. Negotiation Journal

    5 publications · 274 citations

    5

    h-index

  2. PubMed

    Repository · 1 publications · 46 citations

    1

    h-index

  3. SSRN Electronic Journal

    Repository · 1 publications · 19 citations

    1

    h-index

  4. ScholarSpace (University of Hawaii at Manoa)

    Repository · 1 publications · 16 citations

    1

    h-index

  5. Group & Organization Management

    1 publications · 138 citations

    1

    h-index

1–5