To match or not to match: reactions to turning points in negotiation

Michele Griessmair; Daniel Druckman

doi:10.1007/s10726-017-9550-x

To match or not to match: reactions to turning points in negotiation

Michele Griessmair, Daniel Druckman

Research output: Contribution to journal › Article › peer-review

8 Citations (Scopus)

66 Downloads (Pure)

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.

Original language	English
Pages (from-to)	61-83
Number of pages	23
Journal	Group Decision and Negotiation
Volume	27
Issue number	1
DOIs	https://doi.org/10.1007/s10726-017-9550-x
Publication status	Published - Feb 2018

Bibliographical note

Copyright the Author(s) 2018. Version archived for private and non-commercial use with the permission of the author/s and according to publisher conditions. For further rights please contact the publisher.

Keywords

matching
negotiation
process frames
salience of offers
turning points

Access to Document

10.1007/s10726-017-9550-xLicence: CC BY

Publisher version (open access)Final published version, 955 KBLicence: CC BY

Cite this

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To match or not to match: reactions to turning points in negotiation

Abstract

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Keywords

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