How to dissolve fixed-pie bias in negotiation? Social antecedents and the mediating effect of mental-model adjustment

Liu, Wu; Liu, Leigh Anne; Zhang, Jiandong

doi:10.1002/job.2025

Cited by 13 publications

(6 citation statements)

References 89 publications

(201 reference statements)

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“…Existing research supports these hypotheses, with people who perceive lower corresponding interests behaving less cooperatively within a negotiation (e.g., Liu, Liu, & Zhang, 2016; Thompson, Valley, & Kramer, 1995). Recent work has also found that strategies that take into account the degree of corresponding interests in a situation are more successful at initiating and maintaining reciprocal relations relative to other strategies (Fischer et al, 2013).…”

Section: Interdependence Inferences and Cooperationmentioning

confidence: 98%

Functional Interdependence Theory: An Evolutionary Account of Social Situations

Balliet

Tybur

Lange

2016

Pers Soc Psychol Rev

146

175

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Social interactions are characterized by distinct forms of interdependence, each of which has unique effects on how behavior unfolds within the interaction. Despite this, little is known about the psychological mechanisms that allow people to detect and respond to the nature of interdependence in any given interaction. We propose that interdependence theory provides clues regarding the structure of interdependence in the human ancestral past. In turn, evolutionary psychology offers a framework for understanding the types of information processing mechanisms that could have been shaped under these recurring conditions. We synthesize and extend these two perspectives to introduce a new theory: functional interdependence theory (FIT). FIT can generate testable hypotheses about the function and structure of the psychological mechanisms for inferring interdependence. This new perspective offers insight into how people initiate and maintain cooperative relationships, select social partners and allies, and identify opportunities to signal social motives.

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Section: Interdependence Inferences and Cooperationmentioning

confidence: 98%

Functional Interdependence Theory: An Evolutionary Account of Social Situations

Balliet

Tybur

Lange

2016

Pers Soc Psychol Rev

146

175

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“…Our findings contribute to negotiation research by identifying a large-scale factor with major social implications predicting the extent to which people construe success in a zero-sum manner and their ability to realize integrative value generation potential in negotiations. Although the tendency to construe outcomes in a zero-sum manner is believed to be a major obstacle to value generation in negotiations, past work identified relatively few reasons why people exhibit this tendency, most notably culture (Gelfand & Christakopoulou, 1999), time pressure (De Dreu, 2003), emotions (Adam & Brett, 2015; Pietroni et al, 2008), mental models (Liu, Liu, & Zhang, 2016), and accountability (Peng et al, 2015). None of the antecedents identified in past work is systematically correlated with socioeconomic disadvantage, which is why zero-sum construal of success has so far not been considered as a factor relevant to social justice, mobility, and equality of opportunity.…”

Section: Discussionmentioning

confidence: 99%

Financial vulnerability and the reproduction of disadvantage in economic exchanges.

Derfler‐Rozin

Pitesa

2020

Journal of Applied Psychology

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Integrative value generation through negotiated business deals is a fundamental way in which organizations and economic systems attain economic benefits. It is also an important way in which individuals can improve their financial situation. We propose that individuals most in need of improving their financial standing, those in a financially vulnerable situation, are least likely to reap the benefits of integrative value generation. We theorize that financial vulnerability induces a more zero-sum construal of success, or a view that success for one person must come at another person's success. A more zero-sum construal of success, in turn, hampers negotiators' ability to realize integrative potential in negotiations. In a large archival dataset (N ϭ 191,648), we found evidence that various proxies of financial vulnerability are associated with a more zero-sum construal of success. In two subsequent face-to-face negotiation studies, we found that financial vulnerability, whether measured or induced experimentally, undermined integrative value generation. The final two-part study found evidence of the hypothesized psychological process. Taken together, our studies uncover a fundamental pathway through which the disadvantage of financially vulnerable people is reproduced through economic exchanges.

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“…A negotiation frame may invoke a fixed‐pie bias. Liu, Liu, and Zhang (2015) found that mental model adjustments (updated analysis and understanding of the negotiation) decrease the bias whereas accountability to an ingroup increases it. Interestingly, multiparty negotiators have weaker fixed‐pie biases than dyadic negotiators.…”

Section: Issue Framingmentioning

confidence: 99%

The Role of Issues in Negotiation: Framing, Linking, and Ordering

Druckman¹,

Wagner²

2021

Negotiation Journal

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Three aspects of negotiation issues are framing (types of issues), linking (relationships among the issues), and ordering (procedures for discussing them). In this essay, we review the relevant experimental and case study literatures on each of these aspects and consider interactions among them. Framing includes distinctions among abstract and concrete issues, values and interests, and broad formulas and the details needed to implement them. Linking can be either substantive or tactical, involves adding or subtracting issues, and includes issues imported from other domains or those previously discussed separately within a negotiation. Ordering refers to the distinction between sequential (one issue at a time) and simultaneous (building packages of issues) strategies. These distinctions are choices that may influence the course of negotiation depending on various contingencies within and outside of the negotiation. They are also understood in terms of interactions in a more dynamic conception of negotiating issues. The review concludes with an organizing framework and suggestions for further research in each of the areas covered.

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How to dissolve fixed-pie bias in negotiation? Social antecedents and the mediating effect of mental-model adjustment

Cited by 13 publications

References 89 publications

Functional Interdependence Theory: An Evolutionary Account of Social Situations

Functional Interdependence Theory: An Evolutionary Account of Social Situations

Financial vulnerability and the reproduction of disadvantage in economic exchanges.

The Role of Issues in Negotiation: Framing, Linking, and Ordering

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