The impact of expectation of future negotiation interaction on bargaining processes and outcomes

Patton, Charles R.; Balakrishnan, P.V.

doi:10.1016/j.jbusres.2009.07.002

Cited by 59 publications

(62 citation statements)

References 49 publications

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“…The behavior of managers is more risk-seeking when there is the potential of loss, whereas they become risk-averse when there is the potential of gain (Kahneman and Tversky, 1979). Patton and Balakrishnan (2010) investigate expectations about future negotiation interaction and their impact on the negotiation process and outcome. These implications of expectations, behavior, and the complexities of strategies affecting the outcome are taken into account in the dynamic framework appear n in Figure 1.…”

Section: Information Exchange Researchers In International Negotiationsmentioning

confidence: 99%

The DNA of negotiations as a set theoretic concept: A theoretical and empirical analysis

Ott

Prowse

Fells

et al. 2016

Journal of Business Research

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This study examines the factors and the processes that contribute to a satisfying outcome for negotiations. Based on a set-theoretic framework, the authors investigated managers from various countries in terms of their approach to negotiation. The fuzzy set QualitativeComparative Analysis (fsQCA) uses detailed data on preparation, information exchange, persuasion, creativity in problem solving and overcoming deadlocks, break-up behavior, as well as how to achieve a satisfying outcome, to test the joint sets of successful outcomes. The implications of these results are relevant for practitioners and future research and highlight necessary and sufficient conditions for a successful negotiation outcome.Keywords: Business Negotiations, fuzzy set QCA, DNA structure, Cooperation, Conflict Resolution 4 IntroductionNegotiations belong to the basic social interaction processes and they have formed a cognitive scheme and differ between people and cultures. The research into negotiation is vast and derives from psychology, decision analysis to game theory, thus considering human behavior, group behavior and rational behavior. In this research on negotiation we distinguish between different models of analysis as well as different ways of conceptualizing negotiation and its outcome. Basically, most frameworks deal with factors and elements which influence the negotiators and then strategies and behavior which lead to the outcome and satisfaction between the parties. This study examines the various paths to a satisfying process and outcome of a negotiation. An international dataset with global respondents distinguishes between those of domestic negotiations and international negotiations. Theoretically, cases derived from the responses distinguish the antecedent conditions of the negotiations that influence the outcome condition which are in this case satisfied outcome and satisfied process.The main contributions of this article lie in the set theoretic approach providing causal relationships and paths to an outcome, as well as in the use of a dataset which was translated into conditions of a set-theoretic treatment linking negotiation process and outcomes. The aim is to test if a consistent theoretical and empirical analysis has predictive power and will help to identify how best to negotiate in both domestic and international settings. The study contributes to the negotiation literature by providing a clear analysis of the routes which involve antecedents, concurrent and consequential constructs for a co-operative and a conflict resolution in negotiation. The research investigates if these pathways are connected to the DNA of negotiations (Fells, 2012) and combine together with the basic components of a negotiation process to provide routes of co-operation (preparation, information exchange, creative solutions) and conflict resolution mechanisms for the routes that are in conflict 5 (preparation, power, persuasion, deadlock). The findings show how negotiators perceive the elements of a negotiation leading to a succe...

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Section: Information Exchange Researchers In International Negotiationsmentioning

confidence: 99%

The DNA of negotiations as a set theoretic concept: A theoretical and empirical analysis

Ott

Prowse

Fells

et al. 2016

Journal of Business Research

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“…An agent's preferences may also include such factors as retaining goodwill with some other agents because they will likely negotiate again in the future. o Agent decision-making style, such as the agent's risk attitude (i.e., its willingness to risk poor outcomes in the pursuit of better ones) (Eckel & Grossman, 2008), cognitive style (i.e., whether it bases its decision on economic rationality, emotion, or other factors) (Patton & Balakrishnan, 2010), cognitive capability (i.e., whether agents have sufficient computational capability to pick the best negotiation moves in the time available), truthfulness (i.e., whether agents choose to report their preferences in a truthful vs. a manipulative way) (Ellingsen et al 2009), and characteristic strategies (e.g., some agents may adopt a Boulware strategy, wherein they concede as slowly as possible towards the other agents' proposals, until the negotiation deadline comes close). An agent's strategy, of course, will be deeply influenced by the protocol being used.…”

Section: What Is a Negotiation Scenario?mentioning

confidence: 99%

From problems to protocols: Towards a negotiation handbook

Marsa-Maestre

Klein

Jonker

et al. 2014

Decision Support Systems

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Automated negotiation protocols represent a potentially powerful tool for problem solving in decision support systems involving participants with conflicting interests. However, the effectiveness of negotiation approaches depends greatly on the negotiation problem under consideration. Since there is no one negotiation protocol that clearly outperforms all others in all scenarios, we need to be able to decide which protocol is most suited for each particular problem. The goal of our work is to meet this challenge by defining a "negotiation handbook", that is, a collection of design rules which allow us, given a particular negotiation problem, to choose the most appropriate protocol to address it. This paper describes our progress towards this goal, including a tool for generating a wide range of negotiation scenarios, a set of high-level metrics for characterizing how negotiation scenarios differ, a testbed environment for evaluating protocol performance with different scenarios, and a community repository which allows us to systematically record and analyze protocol performance data.

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“…One of the most common forms of interaction experienced by buyers and sellers in marketing is the negotiation activity (Cai, Wilson, & Drake, 2000;Patton & Balakrishnan, 2009). Negotiation is the social interaction process where individuals "attempt to settle what each shall give and take or perform and receive in a transaction" (Thompson, 1990, p. 516).…”

Section: Theoretical Backgroundmentioning

confidence: 99%

“…First, Eliashberg et al's (1995) conclusion that the PSA is most successful in establishing long-term marketing relationships has provided a strong impetus for further examining this strategy across cultures. Cooperative problem solving sets the stage for bargainers' willingness to enter into future negotiation interactions (see Patton et al, 2009). Second, other cross-cultural marketing studies (Imai & Gelfand, 2011;Metcalf et al, 2007;Graham et al, 1994) have shown that negotiators of different countries of origin practice the PSA, albeit at different levels.…”

Section: Theoretical Backgroundmentioning

confidence: 99%

See 1 more Smart Citation

Reciprocal Cooperation and the Moderating Effect of Individualism: A Five-Country Negotiation Study

Mintu‐Wimsatt

Madjourova-Davri²

2011

Journal of Global Marketing

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Researchers have conceptualized the problem-solving approach to include cooperation between negotiators in order to achieve mutually beneficial outcomes. The observed cooperation between parties embodies the concept of positive reciprocity where negotiators match the cooperative bargaining strategy of their counterparts. Using this premise, the current study investigates reciprocity through the relationship between negotiators' perceptions of their counterpart's cooperative behaviors and their own reported behaviors. The mitigating effect of individualism-collectivism on the above relationship is also explored. The findings provide empirical evidence that negotiators' perceptions of their counterpart's cooperative behaviors are positively related to their own strategy. This relationship was consistently supported across five groups of business negotiators: Canadian Anglophone, Greek, Mexican, Filipino, and American. However, this positive reciprocal relationship is negated when the negotiator comes from an individualistic-type culture.

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The impact of expectation of future negotiation interaction on bargaining processes and outcomes

Cited by 59 publications

References 49 publications

The DNA of negotiations as a set theoretic concept: A theoretical and empirical analysis

The DNA of negotiations as a set theoretic concept: A theoretical and empirical analysis

From problems to protocols: Towards a negotiation handbook

Reciprocal Cooperation and the Moderating Effect of Individualism: A Five-Country Negotiation Study

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