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

Research output: Contribution to journalReview articlepeer-review

121 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 languageEnglish (US)
Pages (from-to)41-57
Number of pages17
JournalAcademy of Management Review
Volume27
Issue number1
DOIs
StatePublished - 2002

ASJC Scopus subject areas

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

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