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Do Negotiation Interventions Matter? Resolving Conflicting Interests and Values

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  • Fieke Harinck
  • Daniel Druckman

Abstract

This study compared the effects of three interventions and a no-intervention control on the settlement of resource and value conflicts. These variables were arranged in a two (conflict issue: resources vs. values) by four (no intervention vs. other affirmation vs. shared identity vs. transaction costs) between-dyads design in which 127 dyads engaged in a negotiation task. Negotiators reached generally lower joint outcomes in the value conflict compared to the resource conflict, but after the other-affirmation intervention, this pattern was reversed. The shared-identity intervention did not result in higher joint outcomes for value conflicts. Stressing positive concern for the other negotiator may be a more effective strategy than stressing commonalities between the parties: increased concern for self and decreased defense of own opinions may account for this result. Forcing and logrolling behavior are shown to be mediating variables between the type of conflict and outcomes.

Suggested Citation

  • Fieke Harinck & Daniel Druckman, 2017. "Do Negotiation Interventions Matter? Resolving Conflicting Interests and Values," Journal of Conflict Resolution, Peace Science Society (International), vol. 61(1), pages 29-55, January.
    • Handle: RePEc:sae:jocore:v:61:y:2017:i:1:p:29-55
    DOI: 10.1177/0022002715569774
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    References listed on IDEAS

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    1. Harinck, Fieke & De Dreu, Carsten K. W. & Van Vianen, Annelies E. M., 2000. "The Impact of Conflict Issues on Fixed-Pie Perceptions, Problem Solving, and Integrative Outcomes in Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 81(2), pages 329-358, March.
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