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An examination of na, Journal of Personality and Social Psychology

Abstract

A total of 20 Ss engaged in 7 different, 2-party negotiation tasks to examine the effects of experience on judgment accuracy, behavior, and outcomes in negotiation. Negotiators bargained with naive negotiators who had either no experience or just a single previous experience; the total amount of experience in each bargaining pair was controlled for. Joint outcomes could be increased by trading off pairs of issues (logrolling) and by identifying issues for which both people had compatible interests. Logrolling improved as negotiators gained experience, but negotiators' ability to identify compatible issues did not. Negotiators were more successful in logrolling issues when the naive person had a single previous bargaining experience as opposed to no experience. Highly experienced bargainers claimed a larger share of the joint resources at the expense of their naive opponents. High aspirations, small concessions, and proposing several different offers predicted superior performance. The accuracy of negotiators' judgments about their opponent paralleled their performance, suggesting judgment accuracy is a key ingredient for reaching integrative agreement.

Type

Article

Author(s)

Leigh Thompson

Date Published

1990

Citations

Thompson, Leigh. 1990. An examination of na. Journal of Personality and Social Psychology. 59(1): 82-90.

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