Beating the rival but losing the game: How the source of alternative offers alters behavior and outcomes in negotiation.

IF 9.4 1区 心理学 Q1 MANAGEMENT
Journal of Applied Psychology Pub Date : 2024-03-01 Epub Date: 2023-10-19 DOI:10.1037/apl0001154
Sanghoon Hoonie Kang, Julia D Hur, Gavin J Kilduff
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引用次数: 0

Abstract

Decades of negotiations research has emphasized the importance of having alternatives. Negotiators with high-value outside offers tend to have greater power and claim higher values in the focal negotiation. We extend this line of work by proposing that the source of alternatives-that is, who negotiators receive an alternative offer from-can significantly shape their negotiation behavior and outcomes. Specifically, we examine how negotiators' behavior changes when they face a counterpart who has an offer from their rival. Four studies demonstrate that this situation enhances negotiators' motivation to outperform their counterpart's alternative by reaching an agreement with the counterpart. This in turn leads the focal negotiator to make less aspirational first offers and eventually claim less value in final agreements. Our findings highlight the importance of considering the existing relationships among actors directly and indirectly involved in a negotiation, reveal a novel motive that can guide negotiators' behavior and outcomes, and uncover a previously unexplored negotiation strategy. (PsycInfo Database Record (c) 2024 APA, all rights reserved).

击败对手但输掉比赛:替代报价的来源如何改变谈判中的行为和结果。
几十年的谈判研究强调了有替代方案的重要性。拥有高价值外部报价的谈判代表往往在焦点谈判中拥有更大的权力和更高的价值。我们通过提出替代方案的来源,即谈判者从谁那里获得替代方案,可以显著影响他们的谈判行为和结果,来扩展这一工作范围。具体来说,我们研究了当谈判者面对竞争对手的报价时,他们的行为是如何变化的。四项研究表明,这种情况增强了谈判者的动机,通过与对方达成协议来超越对方的选择。这反过来又导致焦点谈判代表提出的第一个报价不那么令人向往,最终在最终协议中要求的价值也会降低。我们的研究结果强调了考虑直接和间接参与谈判的参与者之间现有关系的重要性,揭示了一种可以指导谈判者行为和结果的新动机,并揭示了一个以前未探索的谈判策略。(PsycInfo数据库记录(c)2023 APA,保留所有权利)。
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来源期刊
CiteScore
17.60
自引率
6.10%
发文量
175
期刊介绍: The Journal of Applied Psychology® focuses on publishing original investigations that contribute new knowledge and understanding to fields of applied psychology (excluding clinical and applied experimental or human factors, which are better suited for other APA journals). The journal primarily considers empirical and theoretical investigations that enhance understanding of cognitive, motivational, affective, and behavioral psychological phenomena in work and organizational settings. These phenomena can occur at individual, group, organizational, or cultural levels, and in various work settings such as business, education, training, health, service, government, or military institutions. The journal welcomes submissions from both public and private sector organizations, for-profit or nonprofit. It publishes several types of articles, including: 1.Rigorously conducted empirical investigations that expand conceptual understanding (original investigations or meta-analyses). 2.Theory development articles and integrative conceptual reviews that synthesize literature and generate new theories on psychological phenomena to stimulate novel research. 3.Rigorously conducted qualitative research on phenomena that are challenging to capture with quantitative methods or require inductive theory building.
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