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



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)....

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