Promoting prevention success at the bargaining table: Regulatory focus in distributive negotiations
While promotion-focused individuals conceptualize goals as ideals and opportunities, prevention-focused individuals conceptualize goals as obligations and necessities. Due to these different goal conceptualizations, prevention-focused parties are expected to set the framework for agreements in distributive business-negotiations among parties with different regulatory foci: Specifically, we predict that prevention-focused negotiators reveal a high resistance to concede until their goals are met, but are willing to concede once their goals are fulfilled. In contrast, promotion-focused parties should adjust their concession making to the best attainable outcomes, irrespective of their negotiation goals. Two studies supported these theoretical assumptions: Prevention-focused parties with goals located in the upper range (i.e., high goals) of the ‘zone of possible agreements’ (ZOPA; e.g., Sebenius, 1992) revealed a high resistance to concede. Hence, they outperformed promotion-focused counterparts—irrespective of whether the latter held low (Study 1) or equally high (Study 2) goals. Conversely, prevention-focused parties with goals located in the lower range of the ZOPA (i.e., low goals) revealed a lower resistance to concede. Hence, they were outperformed by their promotion-focused counterparts—irrespective of whether the latter held equally low (Study 1) or high (Study 2) goals. The findings are discussed with respect to the role of self-regulation and goal conceptualization in the context of negotiations.
If you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
As the access to this document is restricted, you may want to look for a different version under "Related research" (further below) or search for a different version of it.
References listed on IDEAS
Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
- James K. Sebenius, 1992. "Negotiation Analysis: A Characterization and Review," Management Science, INFORMS, vol. 38(1), pages 18-38, January.
- Bazerman, Max H. & Magliozzi, Thomas & Neale, Margaret A., 1985. "Integrative bargaining in a competitive market," Organizational Behavior and Human Decision Processes, Elsevier, vol. 35(3), pages 294-313, June.
- Crowe, Ellen & Higgins, E. Tory, 1997. "Regulatory Focus and Strategic Inclinations: Promotion and Prevention in Decision-Making," Organizational Behavior and Human Decision Processes, Elsevier, vol. 69(2), pages 117-132, February.
- Bottom, William P., 1998. "Negotiator Risk: Sources of Uncertainty and the Impact of Reference Points on Negotiated Agreements," Organizational Behavior and Human Decision Processes, Elsevier, vol. 76(2), pages 89-112, November.
When requesting a correction, please mention this item's handle: RePEc:eee:joepsy:v:38:y:2013:i:c:p:26-39. See general information about how to correct material in RePEc.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Zhang, Lei)
If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.
If references are entirely missing, you can add them using this form.
If the full references list an item that is present in RePEc, but the system did not link to it, you can help with this form.
If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your profile, as there may be some citations waiting for confirmation.
Please note that corrections may take a couple of weeks to filter through the various RePEc services.