The effects of argument preparation and timing of first offer on negotiators' cognitions and performance

Elizabeth A. Mannix, Ichiro Innami

研究成果: Article査読

2 被引用数 (Scopus)

抄録

We investigate how argument preparation (self-only, self/counter) and the timing of the first offer (immediate, delayed) combine to affect negotiation performance. Subjects participated in a dyadic negotiation concerning the out-of-court settlement of a lawsuit. Subjects prepared by generating a list of arguments in support of their case (self-only), or by generating a list of arguments in support of their case accompanied by a list of counterarguments that they might expect from their opponent (self/counter). In the Immediate Offer condition, subjects began the negotiation with an exchange of written settlement offers. In the Delayed Offer condition, subjects began the negotiation with a discussion of the qualitative negotiation issues. It was proposed that negotiators who prepared both their own and counterarguments would be more flexible and that this effect would be increased by delaying the first offer. The results indicate that the effects of these variables are more complex than originally proposed, and reveal significant interactions with the negotiator's role in the conflict.

本文言語English
ページ(範囲)347-362
ページ数16
ジャーナルGroup Decision and Negotiation
2
4
DOI
出版ステータスPublished - 1993 11月 1
外部発表はい

ASJC Scopus subject areas

  • 決定科学(全般)
  • 人文科学(その他)
  • 社会科学(全般)
  • 戦略と経営
  • 技術マネージメントおよび技術革新管理

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