Social Perception in Negotiation
Social Perception in Negotiation is a journal article by Leigh Thompson, Reid Hastie (1990), published in Organizational Behavior and Human Decision Processes. IX Coach's practice library cites it in 4 practices across 4 concepts; each one is listed below, so you can see exactly where this journal article is put to use.
Where to find it
Practices on IX Coach that cite Social Perception in Negotiation
- Focus on interests, not positions
Dig beneath what each side demands to why they want it — the interest, not the stance.
Getting to Yes: Principled Negotiation
- Map interests for both sides before generating solutions
Write down both parties’ known and inferred interests before proposing anything — the map reveals trades that no single position could.
Interests vs. Positions: The Core of Integrative Negotiation
- Reject the fixed-pie assumption
Stop assuming your gain must be their loss — most negotiations have hidden joint gains.
Win-Win Thinking: Expanding the Pie
- Map the likely ZOPA before the first session
Estimate both your own and the counterpart’s reservation points before you open, so you know what deal space exists.
ZOPA: The Zone of Possible Agreement
How this page was checked
- The citation was matched to its Crossref record, and the title, authors and year above are taken from that record — not written by us.
Practice this with IX Coach