To Match or Not to Match? Reactions to Turning Points in Negotiation

Michele Griessmair () and Daniel Druckman
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Michele Griessmair: Victoria University
Daniel Druckman: George Mason University

Group Decision and Negotiation, 2018, vol. 27, issue 1, No 4, 83 pages

Abstract: Abstract This study examines the impacts of process frames and salience of a turning point on negotiators’ responses to a departure during the negotiation process. Results show that individuals negotiating within an integrative-cooperative (as opposed to a distributive-competitive frame) are more likely to interpret the departure as a turning point and match the other’s offer. Similarly, results show that making the departure salient by clearly articulating the intent, content, and function of the turning point offer increases negotiators’ propensity to embrace the mutually beneficial turning point offer. The findings are discussed in light of negotiators’ awareness of events during the negotiation process, their (mis)matching of favorable offers, and relational order theory.

Keywords: Matching; Negotiation; Process frames; Salience of offers; Turning points (search for similar items in EconPapers)
Date: 2018
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Citations: View citations in EconPapers (1)

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DOI: 10.1007/s10726-017-9550-x

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