Effects of visual access and orientation on the discovery of integrative bargaining alternatives

Lewis, Steven; Fry, William Rick

doi:10.1016/0030-5073(77)90045-9

Cited by 122 publications

(80 citation statements)

References 8 publications

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“…The expectations for achieving a profit of at least $2300 is identical to that used by Pruitt and his co-workers (Carnevale and Isen 1986;Carnevale, Pruitt, and Seilheimer 1981;Fry 1985;Lewis and Fry 1977;Pruitt and Lewis 1975;Schultz and Pruitt 1978). Only 25 of the 729 possible agreements enable both parties to achieve a $2300 profit.…”

Section: Methodsmentioning

confidence: 93%

“…Studies such as Lewis and Fry (1977); Carnevale, Pruitt, and Seilheimer (1981);Fry (1985); and Carnevale and Isen (1986) show that the presence of a visual barrier increases the joint outcome of those dyads whose members had an individualistic bargaining orientation. Interestingly, Lewis and Fry (1977) found that the performance differences characterizing individualistic and cooperative negotiators (Pruitt and Rubin 1986) that were evident when negotiators could see each other vanished when visual access was removed. Apart from Schultz and Pruitt (1978) none of these studies was concerned with communication via text messages.…”

Section: Information Technology Media Efficiency and Media Richnessmentioning

confidence: 98%

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The effect of communication medium on negotiation performance

Sheffield

1995

Group Decis Negot

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Abstract.Concepts of media efficiency and media richness are employed to describe the impact of communication media on two key aspects of negotiation behavior--reducing uncertainty about the task, and managing equivocality about negotiator's bargaining orientation. A controlled experiment was conducted to examine how the use of either audio or text forms of verbal communication, and the presence or absence of visual communication, impacts negotiation performance in a bilateral monopoly task. Each member of a pair of negotiators received private instructions either to maximize joint profit (a cooperative bargaining orientation) or to maximize individual profit (an individualistic bargaining orientation). Negotiation performance was measured via the total amount of relative cooperativeness of verbal communication and joint profit. In the audio mode as opposed to the text mode, the total amount of verbal communication and joint profit was increased. In the presence of visual communication the relative cooperativeness and joint profit of pairs of individualistic negotiators was less than that of cooperative negotiators. In the absence of visual communication the relative cooperativeness and joint profit of pairs of individualistic negotiators was no less than that of cooperative negotiators. In sum the findings suggest that uncertainty regarding the logical structure of the task was reduced primarily via verbal communclation, while equivocality regarding the bargaining orientation of the other negotiator was reduced primarily via visual communication. The implications for group decision and negotiation research and practice are explored.

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Section: Methodsmentioning

confidence: 93%

Section: Information Technology Media Efficiency and Media Richnessmentioning

confidence: 98%

The effect of communication medium on negotiation performance

Sheffield

1995

Group Decis Negot

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“…Impasse dyads create a problem for data analysis: assigning impasse a score of zero for negotiation outcome would lead to artifi cially high variance. As recommended by Lewis and Fry (1977), we assigned impasse dyads the lowest joint outcome reached by an agreement dyad, namely 4400 points. (Removing impasse dyads from the analysis or assigning them the score of 5600 points would have led to the same pattern of results.)…”

Section: Treatment Of the Datamentioning

confidence: 99%

Effects of Experience and Advice on Process and Performance in Negotiations

Steinel

Abele

Dreu

2007

Group Processes & Intergroup Relations

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This experiment (N = 68 dyads) tested the influence of experience and advice on behavior and joint outcomes in integrative two-party negotiations. Dyads in an advice condition received short tactical advice to question fixed-pie assumptions and to exchange information. Afterward, they negotiated once. Dyads in an experience condition negotiated twice in successive rounds. Finally, dyads in an experience-and-advice condition negotiated twice and received advice prior to the second negotiation. Dependent measures were negotiation behavior, negotiation duration, joint outcome, and judgmental accuracy. Results showed that the combination of advice and experience led dyads to apply more problem solving and fewer contentious strategies, which mediated the higher joint outcomes that these dyads reached in shorter times. Experience or advice alone was not sufficient to make negotiators use different strategies or to exploit the integrative potential of the negotiations better than they did before they received advice and/or gained experience

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“…Theory and evidence suggest that negotiators who frequently use competitive strategies such as demands or threats fail to reach satisfactory outcomes (Lewis and Fry 1977;Schulz and Pruitt 1978;Putnam and Jones 1982;Donohue et al 1984;Olekalns and Smith 2000). According to the dual concern model (Pruitt 1981;Pruitt and Rubin 1986), an exclusive focus on self concern will lead to win-lose situations and thus outcomes characterized by inefficiency (Hyder et al 2000) and unfairness.…”

Section: Communication and Substantive Dimensionmentioning

confidence: 99%

Analyzing the Multiple Dimensions of Negotiation Processes

2016

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Negotiation processes involve a substantive, a communication, and an emotional dimension. These dimensions have been analyzed mainly in isolation of each other. We introduce an approach to consider all three dimensions and present an empirical study on the relations between these dimensions. Results indicate a strong linkage between communication behavior and emotions, while connections to the substantive dimension of the negotiation process are weaker.

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Effects of visual access and orientation on the discovery of integrative bargaining alternatives

Cited by 122 publications

References 8 publications

The effect of communication medium on negotiation performance

The effect of communication medium on negotiation performance

Effects of Experience and Advice on Process and Performance in Negotiations

Analyzing the Multiple Dimensions of Negotiation Processes

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