Multi-issue offers strategy and joint gains in negotiations: How low-trust negotiators get things done

Jingjing Yao, Jeanne M. Brett, Zhi-Xue Zhang and Jimena Ramirez-Marin

Organizational Behavior and Human Decision Processes, 2021, vol. 162, issue C, 9-23

Abstract: In three studies, we investigate a new low-trust path to negotiate joint gains. Study 1 used meta-analytical evidence to establish that frequent use of multi-issue offers (MIOs) predicts joint gains, even after controlling for use of information sharing. Study 2 used a senior manager sample and showed that low-trust negotiators used MIOs more frequently than high-trust negotiators, and negotiators who use MIOs and also processed information with a holistic rather than analytic mindset generated more accurate insight and higher joint gains. Study 3 used an experimental design and examined the full path through which low-trust negotiators rely on MIOs to develop insight and reach joint gains. By proposing and testing a new low-trust path to joint gains, this research increases our understanding of trust in negotiations and provides practical advice for negotiators who are themselves low-trust or who face low-trust counterparts.

Keywords: Negotiation; Trust; Multi-issue offer; Meta-analysis; Joint gains; Holistic mindset (search for similar items in EconPapers)
Date: 2021
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Citations: View citations in EconPapers (1)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:jobhdp:v:162:y:2021:i:c:p:9-23

DOI: 10.1016/j.obhdp.2020.10.012

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