Unfixing the fixed pie: a motivated information-processing approach to integrative negotiation.
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.
de Dreu
C K
CK
Department of Psychology, University of Amsterdam, The Netherlands. ao_dedreu@macmail.psy.uva.nl
Koole
S L
SL
Steinel
W
W
D000328:Adult; D005260:Female; D006801:Humans; D008297:Male; D009042:Motivation; D017008:Negotiating; D011340:Problem Solving; D012938:Social Perception; D012941:Social Responsibility