Exploring configurations of negotiating behaviors in business negotiations: A qualitative comparative analysis

Abstract

Previous research has explored the antecedents of negotiating behaviors separately, without considering their potential correlations. Applying a fuzzy set qualitative comparative analysis to a sample of 407 participants in simulated negotiations, the effects of different combinations of indicators (gender, subjective value, risk attitude, the negotiator’s anger, and the perceived opponent’s anger) on different negotiating behaviors are examined. This study reveals little role for gender differences in negotiating behaviors, except for forcing behavior. When the levels of most subjective values are high or low, different behavioral tendencies combine with other conditions. The risk takers tend to exhibit integrating and forcing behaviors, whereas risk averters are more likely to adopt yielding and avoiding behaviors. When the levels of both negotiators’ anger are similar, they are inclined to adopt integrating, compromising, avoiding, and yielding behaviors.