Discussion and Equal Preferences

 Essay regarding Negotiation and Counterpart Choices

Group Decis Negot (2010) 19: 457–477

DOI 15. 1007/s10726-008-9130-1

The Influence of Past Talks on Arbitration

Counterpart Tastes

Jochen Reb

Published on the web: 9 August 2008

© Springer Science+Business Media B. V. 2008

Abstract Selecting the most appropriate counterpart may have a significant influence on negotiation achievement. Unfortunately, little research has researched such discussion counterpart decisions. Three research examined the influence of past negotiations on choices to discuss again which has a counterpart. Analyze 1 discovered that the better a past negotiated contract the stronger the desire to make a deal with the counterpart in the future. In addition, this connection was mediated through liking of the comparable version. Study two manipulated the difficulty of achieving a great agreement inside the negotiation and located a significant a result of this situational factor in a way that subsequent equal preferences were less good when the negotiation was difficult. Similar to Analyze 1, this kind of effect was mediated through liking of the counterpart. Examine 3 analyzed the possibility of debiasing negotiator personal preferences from the biasing influence of situational features by providing relevant information about the negotiation situation. Replicating the effects of Examine 2, negotiation difficulty affected counterpart choices before details was given or when unimportant information was handed. However , when negotiators received relevant information concerning the negotiation situation, the effect of arbitration difficulty disappeared. Theoretical and practical ramifications are reviewed.

Keywords Social liking · Negotiation · Negotiation tendency · Settlement counterpart decision · Negotiation counterpart inclination · Negotiation preparation

M. Reb (B

)

Shelter Kong Chian School of Business, Singapore Management College or university, 50 Stamford Road, Singapore 178899, Singapore

e-mail: [email protected] edu. sg

123

458

J. Reb

1 Launch

People frequently negotiate, both at work—with superiors, colleagues, subordinates, and customers—and in their private lives—with spouses, kids, and friends. As such, being agreeable at negotiating can provide a number of benefits. Unsurprisingly, researchers and practitioners as well have been looking to uncover the factors that lead to successful discussions. In addition to the behaviours at the " bargaining table”, authors have emphasized the paramount significance of negotiation preparation for reaching one's discussion goals (Lewicki et approach. 2003; Raiffa 2002, 1982; Thompson 2001). Negotiation preparing consists inside the variety of actions undertaken prior to negotiators truly sit down at the bargaining table, such as making clear one's goals, setting one's aspirations and reservation price, getting information regarding potential arbitration counterparts, and laying out one's negotiation technique (Lewicki ainsi que al. 2003). Negotiation prep also includes searching for potential discussion counterparts then deciding with whom to negotiate (Reb 2007; Raiffa 2002, s. 200). Unfortunately, relatively tiny research has dealt with how mediators make these kinds of negotiation equal decisions (for exceptions find Barry and Oliver 1996; Tenbrunsel ain al. 1999). To help treat this difference in the materials, the present article examines the influence of past transactions on people's preferences to negotiate with a counterpart once again in the future. Inside the following, I will first elaborate more fully around the concept of discussion counterpart decisions. Next, Study 1 assessments the ideas that economical gain coming from past negotiated agreements brings about stronger personal preferences to work out with a version again down the road, and that this relationship is definitely mediated through liking. Examine 2 in that case examines whether counterpart choices are more beneficial following a discussion that was easy (because of a vast bargaining zone) rather than difficult (because of a narrow negotiating zone)....

Recommendations: Baron RM, Kenny DE UMA (1986) The moderator-mediator adjustable distinction in social emotional research:

conceptual, strategic, and statistical things to consider

0022-3514. fifty-one. 6. 1173

Barry B, Oliver RL (1996) Have an effect on in dyadic negotiation: an auto dvd unit and offrande

Process 67: 127–143. doi: 10. 1006/obhd. 1996. 0069

Bazerman MH, Neale MOTHER, Valley KL, Zajac EJ, Kim YM (1992) The effects of agents and

Berscheid At the, Walster Elizabeth (1974) Physical attractiveness. In: Berkowitz D (ed) Improvements in experimental social

psychology, vol several

Brockner T, Swap WC (1976) Effects of repeated exposure and attitudinal similarity on self-disclosure and

interpersonal attraction

Byrne Deb (1971) The attraction paradigm. Academic Press, New York

Byrne D, Griffitt W (1973) Interpersonal interest

ps. 24. 020173. 001533

Druckman M, Broome BJ (1991) Value differences and conflict quality: familiarity or liking? J Conflict

Resolut 35: 571–593. doi: 15. 1177/0022002791035004001

Erev I, Barron G (2005) On variation, maximization, and reinforcement learning among intellectual strategies

Erev I, Roth AE (1998) Predicting how people play games: reinforcement learning in online games with one of a kind

strategy sense of balance

Estes WK (1964) Possibility learning. In: Melton AW (ed) Types of human learning. Academic Press,

New York, pp 89–128

T. Reb

Galinsky AD, Mussweiler T, Medvec VH (2002a) Disconnecting final results and reviews: the part of

negotiator focus. T Pers Soc Psychol 83: 1131–1140. doi: 10. 1037/0022-3514. 83. your five. 1131

Galinsky AD, Seiden VL, Kim PH, Medvec VH (2002b) The unhappiness of having the first present

doi: 12. 1177/0146167202282012

Gilovich T, Griffin D, Kahneman D (2002) Heuristics and biases: the psychology of intuitive view.

Cambridge University Press, Cambridge

Gigerenzer G, Goldstein DG (1996) Thinking the quickly and economical way: types of bounded rationality.

Psychol Rev 104: 650–669. doi: 12. 1037/0033-295X. ciento tres. 4. 600

Greenhalgh M (1987) Human relationships in discussions

1987. tb00418. x

Hosoda M, Stone-Romero EF, Clothes G (2003) The effects of physical attractiveness upon job-related outcomes: a meta-analysis of fresh studies

2003. tb00157. back button

Kahneman D, Slovic L, Tversky A (1982) Judgment under concern: heuristics and biases

University or college Press, Cambridge

Kashy AG, Kenny DE UMA (2000) The analysis of information from dyads and groupings

Kelley They would, Thibaut L, Radloff L, Mundy G (1962) The development of cooperation inside the minimal social

situation

Lewicki RJ, Craig B, Saunders DM, Minton JW (2003) Negotiation, next edn. McGraw-Hill, New York

Lind EA, Tyler TR (1988) The social psychology of procedural justice

Lott AJ, Lott END UP BEING (1974) The role of reward inside the formation of positive social attitudes. In: Huston

TL (ed) Footings of social attraction

Mannix E (2003) Editor's comment: conflict and conflict resolution—a return to theorizing. Acad Take care of

Rev twenty-eight: 543–546

Mar JG, Claire HA (1958) Organizations. Wiley, New York

Morris MW, Larrick RP, Su SK (1999) Misperceiving discussion counterparts: the moment situationally established bargaining manners are related to personality traits

1037/0022--3514. 77. 1 . 52

Neale MA, Bazerman MH (1991) Cognition and rationality in negotiation

Nisbett RE, Ross L (1980) Human inference strategies and shortcomings of social common sense. Prentice Hall,

Englewood Coves

Novemsky D, Schweitzer ME PERSONALLY (2004) The actual negotiators happy? The gear effects of inner and

external social comparisons on arbitrator peacemaker satisfaction

doi: 10. 1016/j. obhdp. 2004. 05. 005

Raiffa H (1982) The art and science of negotiation

Raiffa H (2002) Negotiation examination: the science and art of collaborative making decisions. Belknap Press,

Cambridge

Reb J (2007) How to decide with whom to negotiate: understanding negotiation version decisions.

Doing work paper, Singapore Management University or college

Ross L (1977) The intuitive psychologist and his disadvantages: distortions in the attribution procedure

Sobel ME PERSONALLY (1982) Asymptotic confidence intervals for roundabout effects in structural formula models. In:

Leinhardt S (ed) Sociological methodology 1982

pp 290–312

Tenbrunsel STRYGE, Wade-Benzoni KA, Moag M, Bazerman MH (1999) The negotiation matching process:

99. 2861

Thompson L (2001) The mind and heart of the negotiator, second edn

Thorndike R (1911) Animal intelligence: experimental studies. Macmillan, New York

Tversky A, Kahneman G (1974) Common sense under uncertainness: heuristics and biases

Valley KL, Neale MA, Mannix EA (1994) Friends, addicts, colleagues, strangers: the effects of human relationships

on the method and end result of discussions

negotiation in organizations, volume 4. JAI Publishing, Greenwich

Zajonc RB (1980) Feeling and thinking: preferences does not need inferences

1037/0003-066X. 35. 2 . 151

Zajonc RB (1968) Attitudinal effects of mere direct exposure

Share:

Related

 Report about Marketing Examine Analysis Tools for Company X Essay 27.08.2019

Report about Marketing Examine Analysis Tools for Company X Essay

602 27.08.2019

Report on Marketing Audit

Title: Statement on the most appropriate marketing examine analysis tools for the X Group To: Marketing Overseer, X Group From: Marketing Consultant Time: January…...

Read →
 HOW TO EXAMINE PALM LINES FOR BEGINNERS Essay 16.08.2019

HOW TO EXAMINE PALM LINES FOR BEGINNERS Essay

п»ї HOW TO READ PALM LINES Belinda Sudkamp Palm browsing, otherwise called palmistry or perhaps chiromancy, can be practiced all over the world. It has…...

Read →
 Social Staff member at Dept of Human being Services Article 23.08.2019

Social Staff member at Dept of Human being Services Article

729 23.08.2019

Social Worker in Dept of

My previous couple of days being a social employee with the Dept of Individual Services in Pottawattamie, State Iowa, I've reflected on the few items. Of course my personal…...

Read →
 Details of the Proposal Essay 19.08.2019

Details of the Proposal Essay

625 19.08.2019

Details of the Proposal

DETAILS OF THE PROPOSAL We -Research Subject Anthology of University from the East College student Poetry: History and Literary Creation II – Name of the Proponets…...

Read →
 Hate Article 09.08.2019

Hate Article

875 09.08.2019

Hate

Genoice that can be found almost everywhere in the world that truly no one is secure from. 1988, the Rwandan Patriotic Entrance (RPF) started in Kampala, Uganda as being a…...

Read →
 Essay on Carrefour’s Failing 09.08.2019

Essay on Carrefour’s Failing

717 09.08.2019

Carrefour's Failure

Review 1: Group work First Presentation Business chosen: CARREFOUR's Failure in Japan The presentation begins with sharing with the visitors what her team will probably be discussing through…...

Read →
 Lord from the Flies Composition 09.08.2019

Lord from the Flies Composition

п»їEnglish 10H Mrs. Lev 1 March, 2013 Lord of the Lures Essay In William Golding's Lord in the Flies there are two main character that…...

Read →
 ACC 291 Week a few Discussion Concerns and Responses Essay 09.08.2019

ACC 291 Week a few Discussion Concerns and Responses Essay

408 09.08.2019

ACC 291 Week 3 Discussion

п»їACC 291 Week 3 Dialogue Questions and Responses www.paperscholar.com DIRECT HYPERLINK TO THIS EXAMINE GUIDE: http://www.paperscholar.com/acc-291-week-3-discussion-questions-and-responses/ Instantly Down load! Get Better Grades in Less Time! completely…...

Read →
 Thank You for Cigarette smoking Essay 09.08.2019

Thank You for Cigarette smoking Essay

670 09.08.2019

Thank You for Smoking

Thank you for cigarette smoking „Thank You for Smoking" is a politics satire film by Jerr Reitman. The film is usually adapted coming from a novel by Christopher Buckley.…...

Read →