The Mindful Negotiator

Shirli Kopelman, Orli Avi-Yonah and Akshaya K. Varghese

in The Oxford Handbook of Positive Organizational Scholarship

Published in print August 2011 | ISBN: 9780199734610
Published online November 2012 | | DOI:

Series: Oxford Library of Psychology

 The Mindful Negotiator

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This chapter adopts a positive organizational scholarship lens to examine negotiation theory. Whether focusing on cognitive or social processes, the basic assumptions of most negotiation research are drawn from social exchange theory (Blau, 1964 ; Emerson, 1976 ; Homans, 1958 ; Thibaut & Kelley, 1959 ), which conceptualizes relationships as economic transactions of material or nonmaterial goods. Building on humanistic psychology (Rogers, 1959 , 1961 ), we suggest that engaging in mindful and strategic emotion management through a process of self-narration (Kopelman, Chen, & Shoshana, 2009 ) enables negotiators to develop positive regard for the self and others. Our framework suggests that negotiating mindfully will improve instrumental outcomes and well-being.

Keywords: Negotiation; positive organizational scholarship; mindfulness; holistic; emotion; emotion regulation; affect; strategic emotions; social exchange; humanistic psychology

Article.  6641 words. 

Subjects: Psychology ; Organizational Psychology ; Clinical Psychology

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