Logo Logo

Information exchange in negotiation, Journal of Experimental Social Psychology

Abstract

The research question addressed an apparent lack of supportive empirical evidence for theoretical arguments predicting a relationship between information exchange and successful negotiation outcomes. I examined the effects of two methods of information exchange, providing and seeking information about interests, on the accuracy of negotiators' perceptions of their opponent and negotiation outcomes. The first experiment examined the effects of mutual information exchange: both negotiators were provided with information or both sought information about the other party's interests. The second experiment examined the effects of asymmetric information exchange: one member of the bargaining pair was instructed to either provide or seek information; the other party was not given explicit communication instructions. Both mechanisms, providing information and seeking information, improved the accuracy of negotiators' judgments about the other party and led to more mutually beneficial, integrative negotiation agreements. It was not necessary that both negotiators provide (or seek) information: joint outcomes improved significantly even when only one member of the bargaining pair provided (or sought) information. Negotiators who provided information to the other party did not place themselves at a disadvantage vis a vis their opponent in terms of individual profit. Finally, the accuracy of negotiators' judgments was strongly related to their performance, suggesting that judgment accuracy is a key ingredient for reaching integrative negotiation agreements. I discuss the implications of these results for theories of information exchange in negotiation.

Type

Article

Author(s)

Leigh Thompson

Date Published

1991

Citations

Thompson, Leigh. 1991. Information exchange in negotiation. Journal of Experimental Social Psychology. 27(2): 161-179.

KELLOGG INSIGHT

Explore leading research and ideas

Find articles, podcast episodes, and videos that spark ideas in lifelong learners, and inspire those looking to advance in their careers.
learn more

COURSE CATALOG

Review Courses & Schedules

Access information about specific courses and their schedules by viewing the interactive course scheduler tool.
LEARN MORE

DEGREE PROGRAMS

Discover the path to your goals

Whether you choose our Full-Time, Part-Time or Executive MBA program, you’ll enjoy the same unparalleled education, exceptional faculty and distinctive culture.
learn more