Take Action

Home | Faculty & Research Overview | Research

Research Details

It's a Bet! A Problem Solving Approach promotes the Construction of Contingent Agreements, Personality and Social Psychology Bulletin

Abstract

Negotiators often have different expectations about the future. A contingent agreement, or a bet that makes the ultimate outcome dependent on some future event, builds on negotiators' differences. The authors argue that a problem-solving approach, in which negotiators thorougly explore options to build on their differences, is most likely to construct contingent agreements. The authors explore two factors expected to influence this problem-solving approach, namely, negotiators' relational and accountability concerns. The authors argue when these considerations are imbalanced, negotiators are less likely to adopt a problem-solving style and construct a contingent agreement. To test this hypothesis, negotiators' relationships and accountability pressures were manipulated in two experiments. In Experiment 1, participants engaged in an integrative negotiation, allowing the authors to examine whether a contingent agreement was constructed and joint gain. Experiment 2 sought to replicate and extend the findings of Experiment 1 using a scenario study. Results across the two experiments support the authors' hypotheses.

Type

Article

Author(s)

Laura J. Kray, E.Allan Lind, Leigh Thompson

Date Published

2005

Citations

Kray, J. Laura, E.Allan Lind, and Leigh Thompson. 2005. It's a Bet! A Problem Solving Approach promotes the Construction of Contingent Agreements. Personality and Social Psychology Bulletin. 31(8): 1039-1051.

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

Take Action