关键词: 谈判, 认知, 动机, 情感

Abstract: Negotiation -- a discussion between two or more parties about differences of interest, is one of main procedures for dealing with opposing preferences and conflict. Cognitive, motivational and affective factors influence information processing, judgment and inference of negotiators. These factors may both bias or improve decision making in negotiation. The cognition perspective dominated within negotiation research of social psychology in last two decades although a growing number of social psychologists argued that “human behavior is better understood when cognition and motivation are considered together”. As a basic step to further the understanding of the interplay of cognition and motivation in negotiation, this paper presented an overview of the recent literature of cognition and motivation (including affect) perspective on negotiation behavior

Key words: negotiation, cognition, motivation, affect