IDEAS home Printed from https://ideas.repec.org/a/sae/jocore/v59y2015i4p671-697.html
   My bibliography  Save this article

False Negotiations

Author

Listed:
  • Edy Glozman

    (FBC & Co, Law Firm, Tel-Aviv, Israel
    These authors contributed to the project equally)

  • Netta Barak-Corren

    (Harvard University Law School, Cambridge, MA, USA
    These authors contributed to the project equally)

  • Ilan Yaniv

    (Department of Psychology and Center for Study of Rationality, Hebrew University of Jerusalem, Jerusalem, Israel)

Abstract

The usual purpose of negotiations is to explore options and reach an agreement, if possible. We investigated a notable exception to this generalization, where a party negotiates without any intention of reaching an agreement. False negotiation occurs when a party gains more by stalling the negotiations until an external change takes place that improves its position considerably. While false negotiators aim to avoid agreement within the current frame of the negotiations, they also aim to keep the negotiation process alive, since walking away from the negotiation table could endanger their position. We report the results of a study that compared the actions of false and sincere negotiators. The false negotiators used competitive tactics that encumbered the negotiations, yet they concealed their intentions by maintaining a facade of cooperation. Our theoretical discussion is focused on the balancing act involved in false negotiations and the challenges it poses for actors in social, managerial, and political settings. We conclude our analysis with an example from the realm of international negotiations.

Suggested Citation

  • Edy Glozman & Netta Barak-Corren & Ilan Yaniv, 2015. "False Negotiations," Journal of Conflict Resolution, Peace Science Society (International), vol. 59(4), pages 671-697, June.
    • Handle: RePEc:sae:jocore:v:59:y:2015:i:4:p:671-697
    as

    Download full text from publisher

    File URL: http://jcr.sagepub.com/content/59/4/671.abstract
    Download Restriction: no
    ---><---

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:sae:jocore:v:59:y:2015:i:4:p:671-697. See general information about how to correct material in RePEc.

    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.

    We have no bibliographic references for this item. You can help adding them by using 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 RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: SAGE Publications (email available below). General contact details of provider: http://pss.la.psu.edu/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.