Abstract
Abstract Negotiations aimed at resolving international disputes often end in deadlock. In the current article, we focus on deadlocks triggered by missed opportunities. The consequences of missing an advantageous opportunity have been studied extensively in the field of psychology within the context of the inaction inertia effect. The concept was recently introduced into the negotiation literature. Forgoing an attractive action opportunity creates vulnerability to regret and increases the likelihood of forgoing subsequent inferior opportunities, even if they still have positive value. The current article deepens the applicability of inaction inertia to international negotiations, by adopting a new multi-step multi-issue paradigm, which better approximates real-life negotiations. Using the new platform, we demonstrate the inaction inertia effect in a dynamic negotiation setting and link an individual’s inertia mindset to the experience of regret. The methodology and analysis presented will help researchers and practitioners explain inertia-induced deadlocks, and facilitate interventions that expedite successful resolutions.
Highlights
Video A short white-board introductory video describing the Kibagho-Naphura conflict was shown to the participants before they commenced the negotiation task
We developed a dynamic methodology for the exploration of negotiation inaction inertia, which more accurately simulates multi-issue dynamic negotiation settings, and which is more likely to be useful for researchers and practitioners in the field
Negotiation Rounds by Condition As expected, the pattern of average number of rounds played by participants in the different conditions was consistent with the inaction inertia effect
Summary
Video A short white-board introductory video describing the Kibagho-Naphura conflict was shown to the participants before they commenced the negotiation task. The video explained the historical background of the conflict and the significance of the disputed assets. The role of the participant as a Naphurian senior government official tasked to head the negotiations was explained and the disputed assets were introduced and ranked according Offers. Total Value for Naphura Large Difference 8 (LD) Offer #1
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