Understanding optimal outcomes - The role of strategy sequences in competitive negotiations

Citation
M. Olekalns et Pl. Smith, Understanding optimal outcomes - The role of strategy sequences in competitive negotiations, HUMAN COMM, 26(4), 2000, pp. 527-557
Citations number
47
Language
INGLESE
art.tipo
Article
Categorie Soggetti
Communication
Journal title
HUMAN COMMUNICATION RESEARCH
ISSN journal
0360-3989 → ACNP
Volume
26
Issue
4
Year of publication
2000
Pages
527 - 557
Database
ISI
SICI code
0360-3989(200010)26:4<527:UOO-TR>2.0.ZU;2-P
Abstract
Using a simulated employment contract negotiation, this study examined the relationship between negotiation strategies and the quality of negotiated o utcomes. A log-linear analysis showed that the frequency anti sequencing of strategies was systematically related to negotiation outcomes. Impasse neg otiations were characterized by the frequent use of contention and sequence s that paired similar (either cooperative or competitive) strategies. Settl ement was associated with decreased contention and the use of sequences tha t paired dissimilar strategies. Increasing joint gain was linked to the int roduction of priority information and conciliation as well as to changes in the pattern of information exchange: Reciprocal and indirect (positional) information exchange led to low joint gain, whereas reciprocal and direct ( priority) information exchange led to high joint gain.