Toward a Theory of Agenda Setting in Negotiations

P.V. (Sundar) Balakrishnan, Charles Patton and Phillip A Lewis

Journal of Consumer Research, 1993, vol. 19, issue 4, 637-54

Abstract: To date, negotiation research in two-party situations has largely focused on single issues or on multiple issues bargained simultaneously. In this paper, we develop from a behavioral perspective, a conceptual framework and an associated set of propositions concerning the influence and interaction of a number of factors on agenda setting. We examine the consequences of negotiating multiple issues sequentially as opposed to discussing them simultaneously. Specifically, we posit (a) conditions under which sequential versus simultaneous negotiations are advantageous, (b) conditions that promote and inhibit integrative agreements between parties involved in sequential negotiations, and (c) conditions that foster greater utility and timeliness to the negotiating parties. In addition, directions for future research and methodological guidelines for testing the propositions are discussed. Copyright 1993 by the University of Chicago.

Date: 1993
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Persistent link: https://EconPapers.repec.org/RePEc:oup:jconrs:v:19:y:1993:i:4:p:637-54

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