Social Value Orientation and Perspective Taking in Integrative and Distributive Negotiations (original) (raw)
Related papers
Journal of Personality and Social Psychology, 2011
Previous negotiation research predominant ly focused on psychologica l factors that lead to suboptimal compromises as opposed to integrative agreements. Few studies systematically analyzed factors that impact the emergence of hurtful partial impasses (i.e., nonagreements on part of the issues). The present research investigates negotiators' egoistic motivation as a determinant for the emergence of partial impasses. In addition, the authors seek to demonstrate that perspective taking serves as a powelful tool to avoid impasses and to overcome egoistic impediments. Specitically, it was predicted that within an integrative context perspective-takers succeed to exchange concessions on low-versus high-preference issues (i.e., logroll), thereby increasi ng their individual profits without inflicting hurtful losses upon their cou nterparts. Three studies were conducted to test these predictions. Study I reveals that whereas negotiators' egoistic motivation increases the risk of pm1ial impasses, perspective taking alleviates this risk. Study 2 demonstrates that this beneficial effect of a perspective-taking mindset is limited to integrative negotiations and does not emerge in a distributive context, in which negotiators are constrained to achieve selfish goals by inflicting hurtful losses on their counterparts. Study 3 confirms the assumption that in an integrative context egoistic perspective-takers overcome the risk of impasses by means of logrolling. The findings of the present studies are discussed with respect to their contribution to research on negotiations, social motivation, and perspective taking.
Social Value Orientations and Strategy Choices in Competitive Negotiations
Personality and Social Psychology Bulletin, 1999
Social value orientations are known to influence outcome preferences, expectations, and strategic choices. This research investigated whether dyadic composition, as determined by the social value orientations of negotiators, affects the negotiation process. A log-linear analysis showed that strategy selection is influenced by dyad type: Prosocial dyads use restructuring and supportive strategies and focus on process management. Proself dyads focus on priority information exchange and concessionary behavior while avoiding positional arguing. Mixed dyads emphasize argumentation and show a pattern consistent with distributive bargaining. Sequencing of strategies also varied with dyad type. Responses to restructuring suggestions were different in the three dyad types, and positional-priority sequences were elicited in proself dyads and suppressed in mixed dyads. The authors conclude that dyads differ in the extent to which they emphasize the procedural or distributive components of the ...
What Do People Value When They Negotiate? Mapping the Domain of Subjective Value in Negotiation
Journal of Personality and Social Psychology, 2006
Four studies support the development and validation of a framework for understanding the range of social psychological outcomes valued subjectively as consequences of negotiations. Study 1 inductively elicited and coded elements of subjective value among students, community members, and practitioners, revealing 20 categories that theorists in Study 2 sorted into 4 underlying subconstructs: Feelings About the Instrumental Outcome, Feelings About the Self, Feelings About the Negotiation Process, and Feelings About the Relationship. Study 3 proposed a new Subjective Value Inventory (SVI) and confirmed its 4-factor structure. Study 4 presents convergent, discriminant, and predictive validity data for the SVI. Indeed, subjective value was a better predictor than economic outcomes of future negotiation decisions. Results suggest the SVI is a promising tool to systematize and encourage research on subjective outcomes of negotiation.
Experience in integrative negotiations: What needs to be learned
Journal of Experimental Social Psychology, 2007
In this research we focus on the roles of experience and understanding in fostering integrative negotiation performance. We report on two experiments in which we distinguish between understanding opponents' general priorities among issues versus understanding their spe-ciWc gains for particular oVers. Although experience enhanced integrative performance even in the absence of understanding, we found that understanding the speciWc gains had an incremental eVect on performance. We conclude that while generally acknowledging opponents' interests is not suYcient, the additional inferential step of assessing their speciWc gains throughout the negotiation process is advantageous.
The Impact of Power Differeivtial and Social Motivation on Negotiation Befiavior and Outcome
We tested the hypothesis that negotiators with unequal power (relative to equal power) wouid engage in more problem solving behaviors and reach agreements of higher joint gain when they had pro-social motivation. The design was a two (power differentials: equal versus unequal) by two (social motivations: prosocial versus proself) factorial design. Participants were 160 undergraduate students who took part in simulated face-to-face dyadic negotiations. The results showed that negotiators with unequal power reached agreements of higher joint gain than did negotiators with equal power, in general. Post-hoc analysis found that both high-low power dyads and high-high power dyads obtained higher joint benefit than low-low power dyads. Moreover, the interactive effects of power differentials and social motivations were non-significant on negotiation outcomes but significant on problem solving behaviors. The present study suggests that the pro-social motivation can promote the joint gain of unequal power negotiating dyads.
Thinking Deep and Feeling Good: Cognitive Motivation and Positive Affect in Negotiations
SSRN Electronic Journal, 2000
This paper examines how cognitive motivation and positive affect influence outcome in integrative dyadic negotiations. The cognitive motivation and positive affect of sixty-four participants were measured prior to a simulated negotiation. Results showed both cognitive motivation and positive affect to be positively related to outcome. The effects interacted with role (seller or buyer) and differed across levels of analysis. We discuss these results and their implications for further research on cognition and affect in negotiations.
Silence is golden: Extended silence, deliberative mindset, and value creation in negotiation
Journal of Applied Psychology, 2021
We examine the previously unstudied effects of silent pauses in bilateral negotiations. Two theoretical perspectives are tested—(1) an internal reflection perspective, whereby silence leads to a deliberative mindset, which in turn prompts value creation, and (2) a social perception perspective, whereby silence leads to intimidation and value claiming. Study 1 reveals a direct correlation between naturally-occurring silent pauses lasting at least 3 seconds (extended silence) and value creation behaviors and outcomes. Study 2 shows that instructing one or both parties to use extended silence leads to value creation. Additional studies establish a mechanism for this effect, whereby negotiators who use extended silence show evidence of greater deliberative mindset (Study 3) and a reduction in fixed-pie perceptions (Study 4), both of which are associated with value creation. Taken together, our findings are consistent with the internal reflection perspective, whereby extended silence increases value creation by interrupting default, fixed-pie thinking and fostering a more deliberative mindset. Findings of Study 3 also suggest a boundary condition whereby when status differences are salient, the use of silence by higher-status parties leads to value creation, whereas the use of silence by lower-status parties does not. Finally, Study 4 shows that instructing negotiators to use silence is more effective for value creation than instructing them to problem-solve. Challenging the social perception perspective that silence is a form of intimidation, we find no evidence for any associations between extended silence and the proportion of value claimed or subjective value of the counterpart.
Initiation of negotiation and its role in negotiation research
Organizational psychology review, 2014
Most psychological studies about negotiation examine processes, strategies, and outcomes by providing a context with given roles, issues, and resources to the parties involved. We argue that this research is incomplete as psychological variables and processes, antecedent to the initiation of negotiation, are excluded. A theoretical model is developed which explains the initiation of negotiation by the key motivational process of discrepancy reduction, which arouses an emotional reaction. It integrates valence, expectancy and instrumentality considerations as moderating variables. The model serves as a research agenda for the psychological study of the prenegotiation phase, and for answering the questions of when and why people initiate (or suppress) negotiations, thereby offering grounds for probing how subsequent negotiations might be affected by characteristics of the prenegotiation phase. The overall aim is to foster our understanding about the psychological origins of negotiations to complement what is already known about the negotiation process. Keywords Cognitive-motivational process model, initiation of negotiation The broad field of negotiation research puts strong emphasis on studying the processes and outcomes of negotiation. Typically, experimental studies are conducted which place subjects into a social context that implies a negotiation. Thereby real-world factors and psychological processes are left out that are antecedent to a state of affairs where a negotiation may come into existence or
What Triggers A Negotiation – An Economic Or A Social Goal?
Ecoforum, 2017
Negotiation is a resource that, used correctly, can make the difference between success and failure and, at the same time, it is present in all activity fields, from economic to social or environmental. Therefore, the importance of the understanding of the negotiation process is paramount for all those interested in improving their own negotiation skills or in training others to do so. The present paper is focused on the beginning of the negotiation process: the objectives of the research were to assess the level of the propensity to negotiate and of the perceived right to negotiate and to observe if they are stimulated by the nature of negotiation goal – economic and self-advocacy, on one hand, and social and other-advocacy, on the other hand. Results indicated high levels for propensity to negotiate and right to negotiate in the social goal case and low levels for the economic goal. The nature of the objective influenced both the propensity to negotiate and the perceived right t...