Negotiators' bargaining histories and their effects on future negotiation performance.
In 2 studies the authors show that the quality of deals negotiators reach are significantly influenced by their previous bargaining experiences. As predicted, negotiators who reached an impasse on a prior negotiation were more likely either to impasse in their next negotiation or to reach deals of low joint value compared to those who had reached an initial agreement. Notably, the impact of past performance on subsequent deals was just as strong for negotiators who changed partners on the 2nd occasion. Results highlight the role of bargaining histories as significant predictors of negotiation behavior. Moreover, they suggest that, at least in some cases, negotiations should be conceptualized as interrelated exchanges rather than separable incidents.
O'connor
Kathleen M
KM
Johnson Graduate School of Management, Cornell University, Ithaca, NY 14853, USA. kmo8@cornell.edu
Arnold
Josh A
JA
Burris
Ethan R
ER
D000328:Adult; D003299:Cooperative Behavior; D005260:Female; D005544:Forecasting; D006801:Humans; D033182:Intention; D008297:Male; D017008:Negotiating; D012044:Regression Analysis; D014163:Transfer, Psychology