Disconnecting Negotiated Outcomes and Evaluations: The Role of Negotiator Focus, Journal of Personality and Social Psychology
Three experiments explored the role of negotiator focus in disconnecting negotiated outcomes and evaluations. Negotiators who focused on their target prices, the ideal outcome they could obtain, achieved objectively superior outcomes compared with negotiators who focused on their lower bound (e.g. reservation price). Those negotiators who focused on their targets, however, were less satesfied with their objectively superior outcomes. In the final experiment, when negotiators were reminded of their lower bound after the negotiation, the satisfaction of those negotiators who had focused on their target prices was increased, with outcomes and evaluations becoming connected rather that disconnected. The possible negative effects of setting high goals and the temporal dimensions of the disconnection and reconnection between outcomes and evaluations are discussed.
Adam Galinsky, Victoria Medvec, Thomas Mussweiler
Galinsky, Adam, Victoria Medvec, and Thomas Mussweiler. 2002. Disconnecting Negotiated Outcomes and Evaluations: The Role of Negotiator Focus. Journal of Personality and Social Psychology. 83(5): 1131-1140.