Integrative Negotiation Research Articles

Big Five personality traits in simulated negotiation settings

PurposeAfter a hiatus in the research on individual differences in negotiation, there has been a surge of renewed interest in recent years followed by several new findings. The purpose of this paper is to explore the effects that personality, as structured by the five-factor model, have over negotiation behavior and decision making in order to create new knowledge and prescribe advice to negotiators.Design/methodology/approachThis study replicates observations from earlier studies but with the innovation of using a different methodology, as data from a sample of volunteer participants were collected in regard to their personality and behavior during two computerized negotiation simulations, one with the potential for joint gains and the other following a more traditional bargaining scenario.FindingsSignificant results for both settings were found, with the personality dimensions of agreeableness, conscientiousness, and extraversion systematically reoccurring as the most statistically relevant, although expressing different roles according to the type of negotiation and measure being registered. The findings thus suggest a multidimensional relationship between personality and situational variables in which specific traits can either become liabilities or assets depending upon whether the potential for value creation is present or not.Originality/valueThe new findings on the impacts of personality traits on both distributive and integrative negotiations allow negotiators to improve their performance and to adapt to specific distributive or integrative negotiation situations.

Strong or Weak Synergy? Revising the Assumption of Team-Related Advantages in Integrative Negotiations

When negotiations are complex and consequential, organizations usually send teams rather than individuals to the negotiation table because teams are expected to provide additional beneficial negotiation processes and, thus, generate superior outcomes. Similarly, theoretical accounts of integrative negotiations assume higher outcomes for teams than for individual negotiators as a consequence of team-related advantages (e.g., increased information processing and problem-solving capabilities). In this study, we challenge this established assumption and across three negotiations and various empirical tests, we show that the advantages of teams are merely the result of individual-level processes (i.e., one person asking interest-related questions). Moreover, Bayesian estimation supported our claim and rejected the extant account: The probability of the teams achieving better outcomes than the best individuals in commensurate nominal groups (i.e., strong synergy) was up to four times smaller than the probability of the teams not achieving better results than the best individuals in commensurate nominal groups. Finally, in the majority of our analyses, individual negotiators generated better relationship outcomes than teams even though the economic outcomes were comparable. On the basis of these results, we revise the assumption of team-related advantages in integrative negotiations. We discuss the implications of our results for future negotiation research and for the practical assignment of teams or individuals to negotiations.

From belief to deceit: How expectancies about others' ethics shape deception in negotiations

Expectancies play an important and understudied role in influencing a negotiator's decision to be deceptive. Studies 1a–1e investigated the sources of negotiators' expectancies, finding evidence of projection and pessimism; negotiators consistently overestimated the prevalence of people who share their views on deception and assumed a sizable share of others embrace deceptive tactics. This phenomenon generalized beyond American samples to Chinese students (Study 1d) and Turkish adults (Study 1e). Study 2 demonstrated that pessimistic expectancies about others' ethics positively predicted the degree to which negotiators were dishonest, above and beyond their own stated ethical views, and that it did so across both distributive and integrative negotiations. Study 3 provided evidence of a causal relationship between expectancies of others' ethical views and dishonest behavior by manipulating expectancies. Study 4 provided additional evidence of this causal relationship in a live, dyadic exchange where performance was incentive compatible. Negotiators' deceptive behavior was shaped by their pessimism about others' ethical standards. We consider the implications of these findings for preventing deception in negotiations.

Teaching the Basics of Negotiation in One Class

This interactive negotiation exercise was primarily developed for situations where only one or two sessions could be devoted to teaching negotiations. The exercise, which is conducted by the instructor with the whole class, involves a two-party negotiation that puts the students in the role of a board member for a nonprofit camp, negotiating with a prospective buyer whose positions are presented sequentially by the instructor. There are multiple decision points during the exercise, each of which requires students to recommend specific tactics or offer amounts. Students come out of the exercise with a greater understanding of the basics of negotiation including negotiation planning; when to make a first offer; how to determine goals, targets, and walkaways; ZOPA; reciprocity; anchoring; emotions; overcoming impasses; and distributive versus integrative negotiations. The exercise has been used in graduate, undergraduate, and executive education settings and is also well suited to a onetime presentation or a workshop.

La conduite de projets organisationnels portée par les cadres de santé : étude qualitative à partir d’un dispositif pédagogique

The work of operational coordination led by head nurses (HN) is more known than their abilities to change work organization, as well as, care practices. In this article, we explore organizational projects led by HN. Depending on the situations, they may concern their health care team or involve institutional hierarchy or other teams. We rely on an intervention study, which enabled us to follow 17 organizational projects led by HN for one year. The results of this study highlight as the main condition for success, the HN' efforts to enable mutual understanding with other interested actors. Managers, who engage their health care team in the development of solutions, bring sustainable results. When problems involve the hierarchy, the managers focus on the development of personal relationships. When problems involve other departments, which they depend on, then they engage themselves into integrative negotiations. These results invite to open discussion about work organization and to formalize organizational projects. This intervention study also points out that work - training at operational audit is relevant for HN. Activé par Editorial Manager® et ProduXion.

P.3.a.005 - Disrupting protein-protein interactions of neuronal nitric oxide synthase: implications in schizophrenia-related behaviours

Expectancies play an important and understudied role in influencing a negotiator's decision to be deceptive. Studies 1a–1e investigated the sources of negotiators' expectancies, finding evidence of projection and pessimism; negotiators consistently overestimated the prevalence of people who share their views on deception and assumed a sizable share of others embrace deceptive tactics. This phenomenon generalized beyond American samples to Chinese students (Study 1d) and Turkish adults (Study 1e). Study 2 demonstrated that pessimistic expectancies about others' ethics positively predicted the degree to which negotiators were dishonest, above and beyond their own stated ethical views, and that it did so across both distributive and integrative negotiations. Study 3 provided evidence of a causal relationship between expectancies of others' ethical views and dishonest behavior by manipulating expectancies. Study 4 provided additional evidence of this causal relationship in a live, dyadic exchange where performance was incentive compatible. Negotiators' deceptive behavior was shaped by their pessimism about others' ethical standards. We consider the implications of these findings for preventing deception in negotiations.

All in, one-at-a-time or somewhere in the middle? Leveraging the composition and size of the negotiating package

PurposeWhile industrial marketers have long bundled their products and services to sell them as packages, to what extent should negotiators also rely on packaging their offers? Clearly, negotiating at a package level can tax the cognitive capacity of the involved parties at some point. Therefore, this study aims to analyze the impact of the number and type of issues that should be negotiated simultaneously to leverage the package strategy efficiently and effectively in multi-issue buyer-seller negotiations.Design/methodology/approachThe authors conducted and analyzed negotiation simulations with 676 students from 2 public universities.FindingsThe authors’ results suggest that negotiating three out of six issues simultaneously is the least efficient but most effective strategy in multi-issue buyer-seller negotiations. Moreover, they found that bundling distributive and integrative issues is more efficient and effective than only bundling distributive or integrative negotiation issues in a package offer.Originality/valuePast research has examined the impact of negotiating a package as compared to each issue separately; however, little empirical attention has been directed toward understanding how to apply a package strategy in complex multi-issue negotiations.

Integrative negotiation model to support water resources management

By following the steps of the Integrated Water Management (IWM) approach in the European Union, Brazil has moved from a top-down approach to water management to a participatory one that involves different segments of society. Since decisions regarding water affect all economic activities, the environment and life in communities, it is important that society takes an active part in opportunities to discuss and collectively decide on water issues. When this is done, multiple perspectives can be taken into consideration such that the sustainability of water management and planning is more likely to be maintained. Nevertheless, many conflicts arise from society having to share water, a limited resource, for multiple uses. The volume of water needed and the way it is used for certain activities, such as by agriculture and industry, can negatively impact its availability and quality for other uses. This paper proposes an integrative negotiation model to assist watershed committees (WSCs) to deal with conflicts regarding water pollution. In a pre-negotiation phase the decision-makers (DMs) use the Strategic Options Development Analysis (SODA) method to structure the problem and to identify the relevant factors of the decision problem. DMs evaluate the problem from a multi-attribute perspective. Additionally, a post-negotiation phase is proposed with evaluation criteria to monitor how the compromise solution chosen is affecting the quality of water and if the actors are fulfilling their parts of the agreement. A virtual case study is presented to illustrate the applicability of the model, where three DMs are considered as part of a WSC, namely a representative of civil society, a representative of the public sector, and a representative of water users. The WSC has used social, economic and environmental attributes to evaluate proposals and counter proposals. They have arrived at a balanced agreement, taking into consideration their interests. The model helps reduce conflicts between the DMs and it is flexible in the sense that it can be applied in different conflicts and contexts. It is also easy to implement in most WSCs.

How representatives with a dovish constituency reach higher individual and joint outcomes in integrative negotiations

Representative negotiations often take a competitive course due to constituency pressures. However, in multi-issue integrative negotiation settings, using a competitive value-claiming strategy may result in less than optimal outcomes for both parties. In this experiment, we compared the negotiation process and outcomes of representatives with hawkish versus dovish constituencies. Representatives with a dovish constituency engaged in more information exchange and less contentious tactics, resulting in fewer impasses and higher quality agreements. Although representatives with a hawkish constituency claimed more value by placing higher demands, this negatively affected not only their joint, but also their individual outcomes. Overall, results suggest that representatives with a dovish constituency achieve better outcomes, both on an individual and dyadic level.

Words From Guest Editor

The Second Annual International Symposium on Public Human Resource Management was held in October 2012 in the School of Business Administration, Zhejiang Gongshan University, Hangzhou, China. The symposium was a joint effort by several universities and organizations, including the Psychology and Behavior Science Department of Zhejiang University; the School of Business Administration of Zhejiang Gongshan University; the Training Center of the State Administration of Foreign Experts Affairs of China; the International Public Management Association for Human Resources (IPMA-HR), United States; the College of Education of the University of South Florida; and the American Scholars Press, United States. This forum invited more than 150 people including scholars, professors, and graduate students to meet and exchange their research and ideas. The forum encouraged development of further study and communication via increased international and domestic cooperation. The symposium invited new research in the following eight categories: team performance, enterprise knowledge innovation, employee traits and ability, organizational justice (OJ) and administration, mental health, consumer psychology, organizational ethics, and other related areas. Researchers examined the public human resource management (HRM) from different perspectives, especially that of Chinese professionals. From the unpublished work presented at the symposium, the academic committee selected the following seven articles for publication. All of these articles are written by Chinese college professors and graduate students. These articles have been reviewed by peers and subject matter experts. These articles fall within the scope of Public Personnel Management, a journal published by SAGE publication. These research articles explore various aspects of work dynamics from an organizational and individual perspective, such as the integrative negotiation between collaborators, the effects of OJ, and specific case studies pertaining to the Chinese context of human resources. Brief synopses of the selected studies follow: Making Collaborators Happy: The Outcome Priming Effects in Integrative Negotiation. The study is focused on developing the quality of collaboration in a negotiation process by improving collaborator's level of satisfaction. Authors conducted a research to investigate the impact of collaborator's satisfaction level on performance and negotiating experience. Factors contributing to various mind-sets of a negotiator were examined. The study contributes to the literature of collaborative negotiations. The Effects of Organizational Justice on Organizational Citizenship Behavior in the Chinese Context: The Mediating Effects of Social Exchange Relationship. The article contributes to the existing literature on OJ, and organizational citizenship behavior (OCB), by exploring the mediating effect of social exchange on the relationship between OJ and OCB. Based on their research, the authors propose a more comprehensive four-factor OJ model, which can be further evaluated in various cultures. Moral Identity as a Moderator of the Effects of Organizational Injustice on Counterproductive Work Behavior Among Chinese Public Servants. The article makes a significant contribution to the literature of organizational behavior by identifying moral identity as a factor that impacts the level of counterproductive work behavior induced in an environment characterized by organizational injustice. Stress, Burnout, and Job Satisfaction: A Case of Police Force in China. Authors have presented a complex and detailed multidimensional model that depicts the relationship between stress, burnout, and job satisfaction in the context of a high-stress job. Authors have suggested various measures to help improve job satisfaction as a mean to minimize job stress and burnout factors. The model developed by the author can be used in subsequent studies to quantify the effects of many other variables identified in the model. …

Establishing a therapeutic alliance, can negotiation theory help?

Introduction Thompson (2012) defines negotiation as interpersonal decision-making process, necessary whenever we cannot achieve our objectives single-handedly. Recent contributions in the psychiatric literature discuss the role of negotiation styles in psychiatric practice (see, for instance, Chaplin et al., 2007). Aims In this contribution, we explore further how negotiation theory can be useful to mental health professionals when trying to establish a therapeutic alliance with patients. Methods After providing an introduction to negotiation theory we examine how the integrative negotiation approach can be applied. Specifically we will consider the steps suggested in the seminal contribution by Fisher and Ury (1981) and discuss potentialities and possible shortcomings when applying this approach to psychotherapy. Results Although applying business negotiation techniques seems, at first sight, a bold step, the approach proposed by Fisher and Ury (1981), being based on negotiating on principles instead of positions, offers some interesting suggestions that may expand the relation tools mental health professionals need to use in their practice. Conclusion Applying business and law negotiation techniques to psychiatric practices presents challenges but, at the same time, may offer new approaches when dealing with patients. In particular some concepts seem to be directly applicable to the psychiatric and psychotherapeutic practice.

Pre-negotiation framework to promote cooperative negotiations in water resource conflicts through value creation approach

The allocation of water resources has been a source of tension between people all over the world. The need for water which everyone holds in common should be a motive for cooperation and not conflict. Very often in a problem-solving conflict, the lack of information leads to a distributive negotiation. This can turn into an integrative negotiation when values are created. We propose a framework for pre-negotiation by value creation in water resource conflicts using a Value-Focused Thinking (VFT) approach. When values are created, this means that the parties in conflict want a way to enhance the number of issues that will be shared between them, so there can be improvements for all parties.

Online Integrative Negotiation Tools for the Dutch Council for Legal Aid

This paper describes the background, theoretic model, implementation and use of the Rechtwijzer. The Rechtwijzer (“conflict resolution guide”) is the online application of the Dutch Council for Legal Aid. The aim of the application is to help people with a dispute to find a conflict resolution professional that can help, but also to get users to think about their conflict and learn more about their situation. The advice that the application offers is based on integrative negotiation, and should help users to obtain an integrative outcome where possible.

From International Regime Construction to Action: The Past, Present, and Future of Bargaining the Comprehensive Nuclear-Test-Ban Treaty

Banning the Bang or the Bomb? Negotiating the Nuclear Test Ban Regime. Edited by Mordechai Melamud, Paul Meerts, I. William Zartman. Cambridge: Cambridge University Press, 2014. 373 pp., $99 hardcover (ISBN: 978-1-107-04400-5). In Banning the Bang or the Bomb? , the editors and members of the Processes of International Negotiation (PIN) Steering Committee gather an eclectic group of scholars and practitioners to analyze the negotiations over the Comprehensive Nuclear-Test-Ban Treaty (CTBT) and its Organization (CTBTO), which is charged with implementing a monitoring and verification regime, including special on-site inspections (OSI). The manual pinpoints efforts toward the prohibition of nuclear weapon testing as a model of international regime-building, and casts lights on the challenges inspectors will face by drawing lessons from OSI negotiation simulations. Not only is the contributors' expertise eclectic, but so is the framework followed throughout the book, which reaches beyond IR disciplinary boundaries by combining realist and constructivist understandings to capture the essence and evolution of conflicting interests and preferences. Material and non-material factors, as well as distributive (win-lose) and integrative (win-win) negotiation strategies, are important facets to take into account in a holistic examination of international arms control, disarmament, and non-proliferation negotiations such as this one. The book's title highlights the contested relations between banning nuclear weapon testing (non-proliferation), or nukes tout court (disarmament), and the different security interests of the regime creators. Designing and negotiating international regimes are recursive activities in which the parties involved need to first agree on general guiding principles and common understandings, and then …

Negotiation Theory and the Intifadat

The evolution of the Arab Spring in eight countries is primarily a matter of negotiation. The instances can be broken down into Short Track (Tunisia, Egypt) and Long Track (Syria, Libya, Yemen) Transitions and Short Track (Algeria, Morocco, Bahrain) Reactions. They bring a number of lessons for negotiation analysis, primarily on scope and power, and their deviation from an ideal type model can be explained by the predominance of distributive over integrative negotiation and the imposition of a three-dimensional scene for negotiation and legitimization, with an Islamic dimension overlaying the usual left-right spectrum.

The negotiation of contractual agreements

We provide a focused review of the extant negotiation literature to address four highly salient objectives for contract negotiations: how to maximize the likelihood of reaching a [good] agreement; how to reach an agreement that will fulfill its intended purpose; how to reach an agreement that will last; and how to reach an agreement that will lead to subsequent negotiations. Throughout the article, we rely on integrative negotiation as the key strategy to achieve these objectives and review work that has highlighted the specific tactics involved.

Personality and Negotiation Performance: The People Matter

This study addresses three deficiencies in personality effects and negotiation performance research. First, few studies have addressed all Big Five dimensions simultaneously. Second, no study has examined the outcomes of distributive, integrative, and compatible negotiations concurrently. Finally, the interdependence of negotiation dyads has not been analyzed appropriately. Using an undergraduate student sample of 138 dyads, the IPIP-NEO, Neale’s New Recruit simulation, and Actor-Partner Interdependence Modeling, we address these concerns. Findings indicate that the negotiator’s agreeableness and openness to experience positively impact the negotiator’s distributive outcomes. This is contrary to prior findings and our expectations. We also found that the negotiating partner’s neuroticism positively, and the joint effect of the two parties’ neuroticism negatively, impacts distributive negotiation outcomes. Contrary to our predictions we found no personality effects for integrative and for compatible negotiation outcomes. All findings were after controlling for age and gender similarity.

When vigilance prevails: The effect of regulatory focus and accountability on integrative negotiation outcomes

Negotiators often bargain on behalf of constituents to whom they feel accountable. We argue that prior evidence for the superior outcomes of promotion-focused (vs. prevention-focused) negotiators may not hold when negotiators perceive high accountability to a third party. In two studies, we found that prevention-focused dyads achieved better joint financial outcomes than promotion-focused dyads in situations where high performance was expected and evaluated by a supervisor (i.e., high accountability condition). In Study 2, we found that prevention-focused individuals perceived a better regulatory fit in the high accountability condition and that the regulatory fit of both parties in a dyad was related to more integrative solutions.

Recognizing Distributive or Integrative Negotiation Opportunities in Marketing Channels: The Conceptualization of Adaptive Negotiations

One of the fundamental approaches to the study of negotiations between marketing members is an examination of the distinctions between the distributive and integrative orientation. Application of this paradigm would be facilitated if channel members were better able to size up a future negotiation to determine which orientation would be appropriate under the current situational factors faced. This article presents the concept of adaptive negotiation as a method to help negotiators select their style given the circumstances faced with channel partners and compares this concept to adaptive selling to provide both academicians and practitioners a more well-established point of reference.

Addressing Reviewer Comments as an Integrative Negotiation

Addressing Reviewer Comments as an Integrative Negotiation