Abstract
Negotiations seldom lead to optimal results for the negotiators. The missing knowledge about the priorities of the negotiating parties is one known reason for this. This experimental study examines the effects of priority awareness on different measures of negotiation outcomes. Priority awareness is the awareness of one negotiator about the priorities of the other negotiator. One hundred thirty-two participants were randomly assigned to negotiation pairs in an experimental condition with priority awareness – created implicitly through the usage of an ordinary bar chart – or a control condition without priority awareness. They took over the roles of a car seller or buyer and negotiated within an experimental negotiation support system. They were neither explicitly instructed to use the bar chart in the negotiation or about its benefits, nor were they restricted in sharing any kind of information. The experimental condition showed not only a significantly higher negotiation performance in the form of joint outcome and pareto efficiency than the control condition, but also a higher impasse rate. Creating awareness about each other's priorities in a negotiation has a positive effect on the negotiation performance without noticeable negative effects on satisfaction with, or fairness and duration of, the negotiation.
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