Response modes in negotiation

Davide Pietroni, Gerben A. Kleef and Carsten K. W. Dreu ()
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Davide Pietroni: University of Chieti
Gerben A. Kleef: University of Amsterdam
Carsten K. W. Dreu: University of Amsterdam

Group Decision and Negotiation, 2008, vol. 17, issue 1, No 3, 49 pages

Abstract: Abstract Negotiators may respond to each other’s offers and demands in different ways. Whereas many negotiation experiments present participants with numerical information about offers and counteroffers (e.g., “I propose 6–8–2”; numerical response mode), real life negotiations often involve affective and evaluative statements (e.g., “I didn’t like your last offer, but I would be happy to explore alternatives”; affective response mode). The present research explores the differential consequences of responding in affective as opposed to numerical terms. Specifically, we predicted and found that affective responses increase the impact of social and contextual cues on negotiation behavior. Three studies demonstrate that the impact of other’s toughness (Experiment 1), other’s respectability (Experiment 2), and other’s appearance (Experiment 3) on a negotiator’s demands and concessions is greater when the other provides affective rather than numerical feedback.

Keywords: Negotiation; Affect; Information processing; Social cues (search for similar items in EconPapers)
Date: 2008
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Citations: View citations in EconPapers (6)

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DOI: 10.1007/s10726-007-9089-3

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