Negotiation as a Psychological Process

Spector, Bertram I.

doi:10.1177/002200277702100404

Cited by 46 publications

(19 citation statements)

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“…Like the findings reported for PNS, the findings for the Stein types have practical implications for research settings. Membership in certain of the types has been found to moderate various psychological processes, such as behavior in a bargaining dyad (Spector, 1977), or conformity effects on judgment (Ellman, unpublished; cited in Stein & NeuUnger, 1968). In his cognitive dissonance study mentioned earlier (Neulinger, 1965), Neulinger found that the relative importance of need autonomy predicted differences between types on the success of the forced compliance manipulation for producing cognitive dissonance.…”

Section: Discussionmentioning

confidence: 99%

Individual Differences In Experiment Participation: Structure, Autonomy, and the Time of the Semeste

Román

Moskowitz

Stein

et al. 1995

Journal of Personality

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This research investigated the association of two individual difference moderators of psychological phenomena with the time of semester students choose to participate in experiments. The Personal Need for Stmcture (PNS) scale and the Stein Self-Descriptioti Questionnaire were administered to the students in an introductory psychology class at the beginning of a university semester. Students' responses on these measures were related to their chosen dates of required participation in psychological research. Higher levels of PNS predicted earlier experiment participation and quicker completion of the experiment requirement once started. Personality types distinguished by the Stein Self-Description Questionnaire revealed that those indifferent or hostile to authority participate in experiments later in the semester than do the curious or more conforming types. Implications of these findings for external validity of social psychological research at different points in the semester are discussed.Research in psychology is cotiducted primarily iti the laboratory (Sears, 1986), with research participatits often coming from a pool of under-

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Section: Discussionmentioning

confidence: 99%

Individual Differences In Experiment Participation: Structure, Autonomy, and the Time of the Semeste

Román

Moskowitz

Stein

et al. 1995

Journal of Personality

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“…After context, in line with the phase model by Spector (1977) presented earlier, the empirical material is structured in three major sections: background, process and outcome.…”

Section: Methodsmentioning

confidence: 99%

“…However, as will be evident in the following four cases, in certain situations, the goals diverge between the venture and the business angel, leading to a need for negotiations. Spector (1977) proposes a three-phase model for negotiation. In the model, two adversaries bargain.…”

Section: Reciprocal and Negotiated Exchangementioning

confidence: 99%

“…In the negotiation model by Spector (1977), expectations and perceptions influence the way negotiations are carried out. Thus, choosing the good cop, bad cop negotiation strategy would imply that business angels expect negative reactions from the venture in case they should choose to bargain in person.…”

Section: The Need To Accommodate Both Reciprocal and Negotiated Exchangementioning

confidence: 99%

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Business angel–venture negotiation in the post-investment relationship: the use of the good cop, bad cop strategy

Fili

2014

Venture Capital

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The paper reports on the utilization of the 'good cop, bad cop' negotiation strategy in ongoing investor-venture relationships. Four cases of business angel -venture involvement are studied over several years' time. Earlier research on the good cop, bad cop strategy has described its efficiency in obtaining maximum distribution in short-term distributive bargaining. This has been explained as a result of the emotional contrast effect unlocked by the sequence of interaction with the bad cop followed by interaction with the good cop. In an ongoing investment relationship, other rules apply. The present findings suggest that only a business angel who is already trusted can become a good cop -by virtue of introducing a bad cop. This is explained as a way of conducting negotiations without destroying the trust that has been built over time in the business angel -venture relationship. The strategy provides a scapegoat for the negativity associated with the negotiations. The bad cop assumes the blame, while the good cop is still trusted and can remain in the relationship, with less risk of being the target of any retained hostility.

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“…Of course, when people are involved, psychology is a consideration. As Spector (1978) says, negotiation can be regarded 'as a psychological process'.…”

Section: Social Behaviour Sciencementioning

confidence: 99%

Negotiation support systems: roots, progress and needs

Holsapple

Lai

Whinston

1991

Information Systems Journal

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This paper identifies game theories and social behavior science as important roots for negotiation support systems (NSS) research. As these are not typically cited in the NSS literature, summary reviews of them are provided with indications of their relevance to NSS study. On the other hand, neither offers a sufficiently general-purpose formal model of negotiation that could serve as a backbone for NSS research. A survey of that research is provided, indicating that prugress to date has been somewhat eclectic and devoid of such a model. Our central contention is that a theoretical foundation for NSS study is much needed. Desirable characteristics of a suitable negotiation model are identified as guidance for future research that will aim to devise (and subsequently apply and test) such a model. CONCLUSIONThis paper has considered the roots, progress, and a central need of NSS research. A review of existing NSSs shows that, while progress is being made, they are not derived from a comprehensive, general-purpose, formalized model. Such a model could accelerate progress in the NSS field. Game theory and social behaviour science do not offer the needed model, but can serve as important roots for its creation. We intend to posit such a model and encourage others to join in this effort. The results of this work should lead to an exploration of implications for studying and developing NSSs. These implications may be concerned with such topics as NSS architecture, alternative realizations of NSS functions, NSS typologies, and traits of NSS development tools.

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Negotiation as a Psychological Process

Cited by 46 publications

References 0 publications

Individual Differences In Experiment Participation: Structure, Autonomy, and the Time of the Semeste

Individual Differences In Experiment Participation: Structure, Autonomy, and the Time of the Semeste

Business angel–venture negotiation in the post-investment relationship: the use of the good cop, bad cop strategy

Negotiation support systems: roots, progress and needs

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