In this review, we identify emerging trends in negotiation scholarship that embrace complexity, finding moderators of effects that were initially described as monolithic, examining the nuances of social interaction, and studying negotiation as it occurs in the real world. We also identify areas in which research is lacking and call for scholarship that offers practical advice. All told, the existing research highlights negotiation as an exciting context for examining human behavior, characterized by features such as strong emotions, an intriguing blend of cooperation and competition, the presence of fundamental issues such as power and group identity, and outcomes that deeply affect the trajectory of people's personal and professional lives.

中文翻译：

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拥抱复杂性：谈判研究回顾

在这篇综述中，我们确定了谈判学术中包含复杂性的新兴趋势，找到最初被描述为单一效应的调节因素，研究社会互动的细微差别，并研究现实世界中发生的谈判。我们还确定了缺乏研究的领域，并呼吁学术界提供实用建议。总而言之，现有研究强调谈判是检验人类行为的一个令人兴奋的背景，其特点是强烈的情绪、合作与竞争的有趣融合、权力和群体身份等基本问题的存在，以及深刻影响的结果等。人们的个人和职业生活轨迹。