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

Michele Griessmair, Daniel Druckman

Research output: Contribution to journalArticlepeer-review

2 Citations (Scopus)
25 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 languageEnglish
Pages (from-to)61-83
Number of pages23
JournalGroup Decision and Negotiation
Volume27
Issue number1
DOIs
Publication statusPublished - 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

Fingerprint

Dive into the research topics of 'To match or not to match: reactions to turning points in negotiation'. Together they form a unique fingerprint.

Cite this