 Determinants of Compromising Behavior in NegotiationDaniel Druckman
Journal of Conflict Resolution, 1994, vol. 38, issue 3, 507-556 Abstract: Effects of nine variables on compromising behavior and time to resolution were evaluated by a meta-analysis of published bargaining experiments reported over a 25-year period. The strongest effect sizes were obtained for the variables of negotiator's orientation, prenegotiation experience, time pressure, and the initial distance between positions. The orientation effect was particularly strong when it was communicated to bargainers by constituents or by the experimenter; the position distance effect was stronger for cognitive than for interest conflicts. Significantly weaker effect sizes were shown for opponent's concession strategy, representation, and accountability. The weakest effects occurred for the large versus small issues and visibility variables. These results challenge the assertion that group representation is a key determinant of competitive behavior in bargaining. Strong pressures on representatives to be accountable to their constituents did not increase the size of the effects. Analyses of differences in procedures used in the strongest and weakest effect size studies in each category suggest a number of conditions under which bargainers are likely to be intransigent. Date: 1994 Downloads: (external link) Related works: Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text Persistent link: https://EconPapers.repec.org/RePEc:sae:jocore:v:38:y:1994:i:3:p:507-556 DOI: 10.1177/0022002794038003007 Access Statistics for this article More articles in Journal of Conflict Resolution from Peace Science Society (International) |
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