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

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  • Peng, Ann C.
  • Dunn, Jennifer
  • Conlon, Donald E.

Abstract

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.

Suggested Citation

  • Peng, Ann C. & Dunn, Jennifer & Conlon, Donald E., 2015. "When vigilance prevails: The effect of regulatory focus and accountability on integrative negotiation outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 126(C), pages 77-87.
    • Handle: RePEc:eee:jobhdp:v:126:y:2015:i:c:p:77-87
    DOI: 10.1016/j.obhdp.2014.10.008
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    References listed on IDEAS

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    Cited by:

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    3. Kausel, Edgar E. & Culbertson, Satoris S. & Leiva, Pedro I. & Slaughter, Jerel E. & Jackson, Alexander T., 2015. "Too arrogant for their own good? Why and when narcissists dismiss advice," Organizational Behavior and Human Decision Processes, Elsevier, vol. 131(C), pages 33-50.

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