Cognitive Representations of Negotiation

Mara Olekalns and Philip L. Smith
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Mara Olekalns: Melbourne Business School, University of Melbourne, 200 Leicester St, Carlton, VIC 3053.
Philip L. Smith: Department of Psychology, University of Melbourne, Parkville, Vic 3010.

Australian Journal of Management, 2005, vol. 30, issue 1, 57-76

Abstract: Using a bilateral negotiation, we examined the relationship between motivational orientation, mental maps and negotiators' outcomes. Cooperative and competitive negotiators bargained with a counterpart who held either the same or a different orientation. Compared to negotiators in mixed dyads, those in same-orientation dyads placed greater emphasis on cooperation, flexibility and trust; and less emphasis on competition. Flexibility was critical to joint gain when at least one negotiator held competitive goals, but detrimental when both negotiators held cooperative goals. Negotiators in same-orientation dyads reported a more positive experience than negotiators in mixed-orientation dyads.

Keywords: NEGOTIATION; NEGOTIATORS' COGNITION; MOTIVATIONAL ORIENTATION; MENTAL MAPS (search for similar items in EconPapers)
Date: 2005
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Citations: View citations in EconPapers (2)

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Persistent link: https://EconPapers.repec.org/RePEc:sae:ausman:v:30:y:2005:i:1:p:57-76

DOI: 10.1177/031289620503000104

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