Kristina A Wald
How does directing attention toward oneself, or self-awareness, affect one's performance in a negotiation? This article reviews recent research on self-awareness and discusses the implications of these findings for a negotiator's actions before, during, and after a negotiation. Before a negotiation, self-awareness may affect one's choice to negotiate in the first place, one's planned strategy, and one's preparedness to manage difficulties. During a negotiation, self-awareness may affect one's ability to adapt one's tactics and make ethical choices, and outward expressions of self-awareness may affect one's counterpart's perceptions of oneself. After a negotiation, self-awareness may affect one's self-reflection and ability to improve. Altogether, these findings shed light on a variety of possible effects of self-awareness on negotiations, and point to directions for future research.