Concepedia

Negotiation Preparation

Negotiation Preparation is the systematic pre-negotiation process through which a negotiator gathers and analyzes information about the parties, issues, and context, clarifies interests and objectives, and formulates strategies and tactics to be employed in the forthcoming negotiation.

47

Publications

1.5K

Citations

94

Authors

63

Institutions

Publications per year

2017–2026

8

Variants

Preparation For Negotiation

Parents

Children

Publications

47

The Dissatisfaction of Having Your First Offer Accepted: The Role of Counterfactual Thinking in Negotiations

Adam D. Galinsky, Vanessa L. Seiden, Peter H. Kim et al. · Personality and Social Psychology Bulletin · 2002 · 150 citations

, , +12

Value Differences and Conflict Resolution

Daniel Druckman, Benjamin J. Broome, Susan H. Korper · Journal of Conflict Resolution · 1988 · 95 citations

, , +17

Expanding the Antecedent Component of the Traditional Business Negotiation Model: Pre-Negotiation Literature Review and Planning-Preparation Propositions

Robert M. Peterson, George H. Lucas · The Journal of Marketing Theory and Practice · 2001 · 75 citations

, , +14

More than a Phase: Form and Features of a General Theory of Negotiation

Daisung Jang, Hillary Anger Elfenbein, William P. Bottom · Academy of Management Annals · 2018 · 73 citations

, , +13

Value Differences and Conflict Resolution

Daniel Druckman, Benjamin J. Broome · Journal of Conflict Resolution · 1991 · 72 citations

, , +17

1–5 of 47

Authors

94

  1. DD
    Daniel Druckman

    George Mason University, United States

    3 publications · 189 citations

    3

    h-index

  2. BJ
    Benjamin J. Broome

    George Mason University, United States

    3 publications · 189 citations

    3

    h-index

  3. DM
    Deborah M. Kolb

    Simmons University, United States

    2 publications · 110 citations

    2

    h-index

  4. RM
    Robert M. Peterson

    Northern Illinois University, United States

    2 publications · 93 citations

    2

    h-index

  5. GE
    Gregory E. Kersten

    Concordia University, Canada

    2 publications · 70 citations

    2

    h-index

1–5 of 94

Institutions

63

  1. Harvard University

    Cambridge, United States

    4 h-index

    8 publications

    307 citations

  2. George Mason University

    Fairfax, United States

    3 h-index

    6 publications

    328 citations

  3. Simmons University

    Boston, United States

    2 h-index

    2 publications

    110 citations

  4. Massachusetts General Hospital

    Boston, United States

    1 h-index

    1 publications

    62 citations

  5. University of Illinois Urbana-Champaign

    Urbana, United States

    1 h-index

    1 publications

    73 citations

  6. Washington University in St. Louis

    St Louis, United States

    1 h-index

    2 publications

    146 citations

  7. Florida International University

    Miami, United States

    1 h-index

    2 publications

    66 citations

  8. Northwestern University

    Evanston, United States

    1 h-index

    1 publications

    31 citations

1–8 of 63

Venues

  1. Negotiation Journal

    8 publications · 175 citations

    8

    h-index

  2. Journal of Conflict Resolution

    2 publications · 167 citations

    2

    h-index

  3. 2

    h-index

  4. Creative Education

    1 publications · 14 citations

    1

    h-index

  5. 1

    h-index

1–5