Unfixing the fixed pie: a motivated information-processing approach to integrative negotiation.
J Pers Soc Psychol
; 79(6): 975-87, 2000 Dec.
Article
in En
| MEDLINE
| ID: mdl-11138766
ABSTRACT
Negotiators tend to believe that own and other's outcomes are diametrically opposed. When such fixed-pie perceptions (FPPs) are not revised during negotiation, integrative agreements are unlikely. It was predicted that accuracy motivation helps negotiators to release their FPPs. In 2 experiments, accuracy motivation was manipulated by (not) holding negotiators accountable for the manner in which they negotiated. Experiment 1 showed that accountability reduced FPPs during face-to-face negotiation and produced more integrative agreements. Experiment 2 corroborated these results:
Accountable negotiators revised their FPPs even when information exchange was experimentally held constant. Experiment 2 also showed that accountability is effective during the encoding of outcome information. Negotiators appear flexible in their reliance on FPPs. which is consistent with a motivated information-processing model of negotiation.
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Collection:
01-internacional
Database:
MEDLINE
Main subject:
Social Responsibility
/
Negotiating
/
Motivation
Type of study:
Prognostic_studies
Limits:
Adult
/
Female
/
Humans
/
Male
Language:
En
Journal:
J Pers Soc Psychol
Year:
2000
Document type:
Article
Affiliation country:
Países Bajos
Publication country:
EEUU
/
ESTADOS UNIDOS
/
ESTADOS UNIDOS DA AMERICA
/
EUA
/
UNITED STATES
/
UNITED STATES OF AMERICA
/
US
/
USA