Procedural Frames in Negotiations: How Offering My Resources Versus Requesting Yours Impacts Perception, Behavior, and Outcomes: Correction to Trötschel et al. (2015).

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Reports an error in "Procedural frames in negotiations: How offering my resources versus requesting yours impacts perception, behavior, and outcomes" by Roman Trötschel, David D. Loschelder, Benjamin P. Höhne and Johann M. Majer (Journal of Personality and Social Psychology, 2015[Mar], Vol 108[3], 417-435). In the article "Procedural Frames in Negotiations: How Offering My Resources Versus Requesting Yours Impacts Perception, Behavior, and Outcomes" by Roman Trötschel, David D. Loschelder, Benjamin P. Höhne, and Johann M. Majer (Journal of Personality and Social Psychology, 2015, Vol. 108, No. 3, pp. 417-435. http://dx.doi.org/10.1037/pspi0000009), rounding errors in p values occur in the Results under the Concession rate section of Experiment 4a and in the Outcome profits section of Experiment 5. The second sentence of the Discussion section of Experiment 4a should read as follows: Averaged across roles (i.e., buyers and sellers) parties made lower concessions and achieved higher individual outcomes when offering rather requesting resources. The last sentence of the Concession rates section of Experiment 5 should read as follows: This pattern was reversed when animals from zoo Y were addressed first, although this contrast effect did not reach significance. (The following abstract of the original article appeared in record 2015-09924-002.) Although abundant negotiation research has examined outcome frames, little is known about the procedural framing of negotiation proposals (i.e., offering my vs. requesting your resources). In a series of 8 experiments, we tested the prediction that negotiators would show a stronger concession aversion and attain better individual outcomes when their own resource, rather than the counterpart's, is the accentuated reference resource in a transaction. First, senders of proposals revealed a stronger concession aversion when they offered their own rather than requested the counterpart's resources-both in buyer-seller (Experiment 1a) and in classic transaction negotiations (Experiment 2a). Expectedly, this effect reversed for recipients: When receiving requests rather than offers, recipients experienced a stronger concession aversion in buyer-seller (Experiment 1b) and transaction negotiations (Experiment 2b). Experiments 3-5 investigated procedural frames in the interactive process of negotiations-with elementary schoolchildren (Experiment 3), in a buyer-seller context (Experiments 4a and 4b), and in a computer-mediated transaction negotiation void of buyer and seller roles (Experiment 5). In summary, 8 experiments showed that negotiators are more concession averse and claim more individual value when negotiation proposals are framed to highlight their own rather than the counterpart's resources. (PsycINFO Database Record