Abstract
Negotiators may take different behaviors to pursue their goals. Having varying levels of intention to settle is considered as the impetus that underpins the respective strategy. This study aims to understand the aggressive-cooperative nature of negotiating behaviors from the perspective of negotiators’ settlement intention. In this regard, we identified six drivers of intention to settle from a review of literature. These are preparation, integrating, goodwill, trust, commitment, and self-efficacy. A self-reported questionnaire was designed to measure negotiators’ assessments about their negotiating behaviors and intention to settle drivers. Factor scores of each driver were calculated to show the relative importance respective to negotiating behaviors. Results showed that negotiators who adopt cooperative behaviors also score the highest among the six intentions to settle drivers, suggesting that intention fosters amicable actions whereby settlement is more likely. The findings also reveal that negotiators having the intention to settle would avoid using aggressive negotiation behaviors to pursue amicable settlement. Furthermore, the most critical driver of intention to settle is ‘preparation,’ whereas ‘trust’ between the negotiating parties is found to be the most difficult to cultivate.
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