Barriers to resolution in ideologically based negotiations: The role of values and institutions

Kimberly A. Wade-Benzoni; Andrew J. Hoffman; Leigh L. Thompson; Don A. Moore; James J. Gillespie; Max H. Bazerman

doi:10.5465/AMR.2002.5922336

Barriers to resolution in ideologically based negotiations: The role of values and institutions

Kimberly A. Wade-Benzoni^*, Andrew J. Hoffman, Leigh L. Thompson, Don A. Moore, James J. Gillespie, Max H. Bazerman

^*Corresponding author for this work

Management and Organizations

Research output: Contribution to journal › Review article › peer-review

130 Scopus citations

Abstract

Although 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 article we identify a number of factors that differentiate ideologically based negotiations from other types of negotiations 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.

Original language	English (US)
Pages (from-to)	41-57
Number of pages	17
Journal	Academy of Management Review
Volume	27
Issue number	1
DOIs	https://doi.org/10.5465/AMR.2002.5922336
State	Published - 2002

ASJC Scopus subject areas

Business, Management and Accounting(all)
Strategy and Management
Management of Technology and Innovation

Access to Document

10.5465/AMR.2002.5922336

Cite this

@article{77e2bdb7d4c24acba36d6750054df78b,

title = "Barriers to resolution in ideologically based negotiations: The role of values and institutions",

abstract = "Although 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 article we identify a number of factors that differentiate ideologically based negotiations from other types of negotiations 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.",

author = "Wade-Benzoni, {Kimberly A.} and Hoffman, {Andrew J.} and Thompson, {Leigh L.} and Moore, {Don A.} and Gillespie, {James J.} and Bazerman, {Max H.}",

year = "2002",

doi = "10.5465/AMR.2002.5922336",

language = "English (US)",

volume = "27",

pages = "41--57",

journal = "Academy of Management Review",

issn = "0363-7425",

publisher = "Academy of Management",

number = "1",

}

TY - JOUR

T1 - Barriers to resolution in ideologically based negotiations

T2 - The role of values and institutions

AU - Wade-Benzoni, Kimberly A.

AU - Hoffman, Andrew J.

AU - Thompson, Leigh L.

AU - Moore, Don A.

AU - Gillespie, James J.

AU - Bazerman, Max H.

PY - 2002

Y1 - 2002

N2 - Although 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 article we identify a number of factors that differentiate ideologically based negotiations from other types of negotiations 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.

AB - Although 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 article we identify a number of factors that differentiate ideologically based negotiations from other types of negotiations 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.

UR - http://www.scopus.com/inward/record.url?scp=0036001871&partnerID=8YFLogxK

UR - http://www.scopus.com/inward/citedby.url?scp=0036001871&partnerID=8YFLogxK

U2 - 10.5465/AMR.2002.5922336

DO - 10.5465/AMR.2002.5922336

M3 - Review article

AN - SCOPUS:0036001871

SN - 0363-7425

VL - 27

SP - 41

EP - 57

JO - Academy of Management Review

JF - Academy of Management Review

IS - 1

ER -

Barriers to resolution in ideologically based negotiations: The role of values and institutions

Abstract

ASJC Scopus subject areas

Access to Document

Other files and links

Fingerprint

Cite this