The process of negotiating: strategy and timing as predictors of outcomes

Article Abstract:

The use of cuing and responding strategies was found to vary over time, indicating a decreasing flexibility of the negotiation process. This was gleaned from a testing of differences in the use of these strategies across four types of outcome, over time and across time and outcomes, using a simulated employment contract negotiation. High levels of positional information exchange were also found to characterize distributive outcomes, while high levels of priority information exchange characterize integrative agreements.

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Judgment accuracy and outcomes in negotiation: a causal modeling analysis of decision-aiding effects

Article Abstract:

The impact of interaction structure and communication channels on negotiation performance is analyzed. Unstructured and computer-mediated groups showed reduced judgment accuracy, reduced outcomes and inequitable resource allocation compared to structured and face-to-face groups. Judgment accuracy was also found to affect negotiation performance. Negotiation structure improved profits and reduced inequitable resource allocation.

Decision-making, Models, Decision making

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Affect in dyadic negotiation: a model and propositions

Article Abstract:

A model is developed to describe the role of affective processes in two-party negotiations. It is shown that the role of affect is dependent on the source of a particular affect state. Affect also influences the decision to negotiate, opponent selection, expectations and offers, selection of bargaining strategies, economic and social-cognitive outcomes, and compliance with settlement terms.

Affect (Psychology)

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