Symposium on Interpersonal Influence and Persuasion in Negotiation

Abstract

Academy of Management Annual Meeting Proceedings includes abstracts of all papers and symposia presented at the annual conference, plus 6-page abridged versions of the “Best Papers” accepted for inclusion in the program (approximately 10%). Papers published in the Proceedings are abridged because presenting papers at their full length could preclude subsequent journal publication. Please contact the author(s) directly for the full papers. Symposium on Interpersonal Influence and Persuasion in NegotiationPublished Online:16 Nov 2018https://doi.org/10.5465/AMBPP.2012.17802symposiumAboutSections ToolsDownload CitationsAdd to favoritesTrack Citations ShareShare onFacebookTwitterLinkedInRedditEmail AbstractNegotiation is an interpersonal influence process in which parties attempt to persuade one another towards a desired outcome. However, very little of the work on negotiation to date has taken an interpersonal influence or persuasion perspective (Malhotra & Bazerman, 2008). Defined as “the effort to positively influence another party’s attitude toward a given idea or proposition without changing the incentives or objective information set of the other party” (Malhotra & Bazerman, 2008, pg. 512), examples of psychological influence and persuasion tactics include arguments made in favor of one’s positions and framing of proposals and concessions. In this symposium, our goal is to explore the range of interpersonal influence and persuasion strategies utilized in negotiation as well as the effect they have on subjective and economic outcomes. The authors accomplish this goal by examining the effect of negotiators’ own arguments on their subjective outcomes; the influence of different ways of presenting a concession on subjective and economic outcomes; the role questions play in revealing information and the role of rationales accompanying opening offers in negotiation.Beyond the Opening Offer: The Psychology of Interpersonal NegotiationsPresenter: Abbie Wazlawek; Columbia Business SchoolPresenter: Daniel Ames; Columbia U.Your Cost or My Benefit?: The Effect of Concession Presentation in NegotiationPresenter: Nazli Turan; Carnegie Mellon U.Presenter: Rosalind M. Chow; Carnegie Mellon U.There is Such a Thing as a Stupid Question: Question Disclosure in Strategic CommunicationPresenter: Julia Alexandra Minson; Wharton SchoolPresenter: Nicole Ruedy; U. of WashingtonNegotiators' Influence on Themselves: Value-oriented Strategies and the Liability of Self-inferencePresenter: Samuel A Swift; Carnegie Mellon U.FiguresReferencesRelatedDetails Vol. 2012, No. 1 Permissions Metrics in the past 12 months History Published online 16 November 2018 Published in print 1 July 2012 InformationCopyright of Academy of Management Proceedings is the property of Academy of Management and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. The Academy of Management does not maintain the full text version of papers presented at the Academy's meetings. Please contact the author(s) directly to obtain access to the full text content.KeywordsAOM Annual Meeting Proceedings 2012AOM Boston 2012influencenegotiationpersuasion