Tactical behavior and negotiation outcomes, International Journal of Conflict Management
This paper examined negotiator behavior in a variable-sum two-party negotiation task and its impact on individual and joint negotiator out-come. Specifically, we examined the role of negotiator opening offer, reciprocity and complementarity of the use of tactics, systematic progression of offers, and information sharing in a negotiation with integrative potential. Results indicated that initial offers affect final outcome differently across buyers and sellers. The buyer's initial offer was curvilinearly related to his or her final outcome in the form of an inverted-U. The seller's initial offer was positive-linearly related to seller's outcome. Second, negotiators reciprocated and complemented both distributive and integrative tactics. In addition, highly integrative dyads differed from less efficient dyads in their reciprocation of integrative behaviors and complementarity of distributive behaviors. Third, approximately forty percent of offers made represented systematic concessions, but the proportion of offers reflecting systematic concessions was not related to the efficiency of the joint outcome. Finally, while information sharing did appear to have a positive effect on the efficiency of agreements, differences in the amount of information provided did not affect the proportion of outcome claimed by each party.
Laurie R. Weingart, Leigh Thompson, Max H Bazerman, John S Carroll
Weingart, R. Laurie, Leigh Thompson, Max H Bazerman, and John S Carroll. 1990. Tactical behavior and negotiation outcomes. International Journal of Conflict Management. 1(1): 7-32.