IDEAS home Printed from https://ideas.repec.org/a/spr/grdene/v17y2008i1d10.1007_s10726-007-9089-3.html
   My bibliography  Save this article

Response modes in negotiation

Author

Listed:
  • Davide Pietroni

    (University of Chieti)

  • Gerben A. Kleef

    (University of Amsterdam)

  • Carsten K. W. Dreu

    (University of Amsterdam)

Abstract

Negotiators may respond to each other’s offers and demands in different ways. Whereas many negotiation experiments present participants with numerical information about offers and counteroffers (e.g., “I propose 6–8–2”; numerical response mode), real life negotiations often involve affective and evaluative statements (e.g., “I didn’t like your last offer, but I would be happy to explore alternatives”; affective response mode). The present research explores the differential consequences of responding in affective as opposed to numerical terms. Specifically, we predicted and found that affective responses increase the impact of social and contextual cues on negotiation behavior. Three studies demonstrate that the impact of other’s toughness (Experiment 1), other’s respectability (Experiment 2), and other’s appearance (Experiment 3) on a negotiator’s demands and concessions is greater when the other provides affective rather than numerical feedback.

Suggested Citation

  • Davide Pietroni & Gerben A. Kleef & Carsten K. W. Dreu, 2008. "Response modes in negotiation," Group Decision and Negotiation, Springer, vol. 17(1), pages 31-49, January.
    • Handle: RePEc:spr:grdene:v:17:y:2008:i:1:d:10.1007_s10726-007-9089-3
    DOI: 10.1007/s10726-007-9089-3
    as

    Download full text from publisher

    File URL: http://link.springer.com/10.1007/s10726-007-9089-3
    File Function: Abstract
    Download Restriction: Access to the full text of the articles in this series is restricted.
    File URL: https://libkey.io/10.1007/s10726-007-9089-3?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Northcraft, Gregory B. & Neale, Margaret A., 1987. "Experts, amateurs, and real estate: An anchoring-and-adjustment perspective on property pricing decisions," Organizational Behavior and Human Decision Processes, Elsevier, vol. 39(1), pages 84-97, February.
    2. Allred, Keith G. & Mallozzi, John S. & Matsui, Fusako & Raia, Christopher P., 1997. "The Influence of Anger and Compassion on Negotiation Performance," Organizational Behavior and Human Decision Processes, Elsevier, vol. 70(3), pages 175-187, June.
    3. Carnevale, Peter J. D. & Isen, Alice M., 1986. "The influence of positive affect and visual access on the discovery of integrative solutions in bilateral negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 37(1), pages 1-13, February.
    4. Mittal, Banwari, 1988. "The role of affective choice mode in the consumer purchase of expressive products," Journal of Economic Psychology, Elsevier, vol. 9(4), pages 499-524, December.
    5. Pillutla, Madan M. & Murnighan, J. Keith, 1996. "Unfairness, Anger, and Spite: Emotional Rejections of Ultimatum Offers," Organizational Behavior and Human Decision Processes, Elsevier, vol. 68(3), pages 208-224, December.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Johannes Gettinger & Sabine T. Koeszegi, 2014. "Far from Eye, Far from Heart: Analysis of Graphical Decision Aids in Electronic Negotiation Support," Group Decision and Negotiation, Springer, vol. 23(4), pages 787-817, July.
    2. Michele Griessmair & Daniel Druckman, 2018. "To Match or Not to Match? Reactions to Turning Points in Negotiation," Group Decision and Negotiation, Springer, vol. 27(1), pages 61-83, February.
    3. Domingo Ribeiro-Soriano & David Urbano, 2009. "Overview of Collaborative Entrepreneurship: An Integrated Approach Between Business Decisions and Negotiations," Group Decision and Negotiation, Springer, vol. 18(5), pages 419-430, September.
    4. Michele Griessmair & Johannes Gettinger, 2020. "Take the Right Turn: The Role of Social Signals and Action–Reaction Sequences in Enacting Turning Points in Negotiations," Group Decision and Negotiation, Springer, vol. 29(3), pages 425-459, June.
    5. Mara Olekalns & Philip L. Smith, 2018. "A Satisfied Mind: Motivational Orientation, Feedback and the Subjective Value of Negotiation Outcomes," Group Decision and Negotiation, Springer, vol. 27(2), pages 179-196, April.
    6. Ricardo Ernst & Jose Ignacio López-Sánchez & David Urbano, 2009. "A Negotiation Model for Inducing Higher Service in a Distribution Channel," Group Decision and Negotiation, Springer, vol. 18(5), pages 499-517, September.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Brett, Jeanne & Thompson, Leigh, 2016. "Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 136(C), pages 68-79.
    2. Kopelman, Shirli & Rosette, Ashleigh Shelby & Thompson, Leigh, 2006. "The three faces of Eve: Strategic displays of positive, negative, and neutral emotions in negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 99(1), pages 81-101, January.
    3. Shirli Kopelman & Ashleigh Shelby Rosette, 2008. "Cultural variation in response to strategic emotions in negotiations," Group Decision and Negotiation, Springer, vol. 17(1), pages 65-77, January.
    4. Michele Griessmair & Sabine T. Koeszegi, 2009. "Exploring the Cognitive-Emotional Fugue in Electronic Negotiations," Group Decision and Negotiation, Springer, vol. 18(3), pages 213-234, May.
    5. Andrade, Eduardo B. & Ariely, Dan, 2009. "The enduring impact of transient emotions on decision making," Organizational Behavior and Human Decision Processes, Elsevier, vol. 109(1), pages 1-8, May.
    6. Gerben A. Kleef & Eric Dijk & Wolfgang Steinel & Fieke Harinck & Ilja Beest, 2008. "Anger in social conflict: Cross-situational comparisons and suggestions for the future," Group Decision and Negotiation, Springer, vol. 17(1), pages 13-30, January.
    7. Marc T. P. Adam & Timm Teubner & Henner Gimpel, 2018. "No Rage Against the Machine: How Computer Agents Mitigate Human Emotional Processes in Electronic Negotiations," Group Decision and Negotiation, Springer, vol. 27(4), pages 543-571, August.
    8. Rothman, Naomi B. & Northcraft, Gregory B., 2015. "Unlocking integrative potential: Expressed emotional ambivalence and negotiation outcomes," Organizational Behavior and Human Decision Processes, Elsevier, vol. 126(C), pages 65-76.
    9. Peter J. Carnevale, 2008. "Positive affect and decision frame in negotiation," Group Decision and Negotiation, Springer, vol. 17(1), pages 51-63, January.
    10. Michael Filzmoser & Patrick Hippmann & Rudolf Vetschera, 2016. "Analyzing the Multiple Dimensions of Negotiation Processes," Group Decision and Negotiation, Springer, vol. 25(6), pages 1169-1188, November.
    11. Bruce Barry, 2008. "Negotiator affect: the state of the art (and the science)," Group Decision and Negotiation, Springer, vol. 17(1), pages 97-105, January.
    12. Masters-Waage, Theodore C. & Nai, Jared & Reb, Jochen & Sim, Samantha & Narayanan, Jayanth & Tan, Noriko, 2021. "Going far together by being here now: Mindfulness increases cooperation in negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 167(C), pages 189-205.
    13. Brooks, Alison Wood & Schweitzer, Maurice E., 2011. "Can Nervous Nelly negotiate? How anxiety causes negotiators to make low first offers, exit early, and earn less profit," Organizational Behavior and Human Decision Processes, Elsevier, vol. 115(1), pages 43-54, May.
    14. Yip, Jeremy A. & Schweitzer, Maurice E., 2016. "Mad and misleading: Incidental anger promotes deception," Organizational Behavior and Human Decision Processes, Elsevier, vol. 137(C), pages 207-217.
    15. Donghee Han & Hyewon Park & Seung-Yoon Rhee, 2021. "The Role of Regulatory Focus and Emotion Recognition Bias in Cross-Cultural Negotiation," Sustainability, MDPI, vol. 13(5), pages 1-20, March.
    16. Kausel, Edgar E. & Connolly, Terry, 2014. "Do people have accurate beliefs about the behavioral consequences of incidental emotions? Evidence from trust games," Journal of Economic Psychology, Elsevier, vol. 42(C), pages 96-111.
    17. Yossi Maaravi & Orly Idan & Guy Hochman, 2019. "And sympathy is what we need my friend—Polite requests improve negotiation results," PLOS ONE, Public Library of Science, vol. 14(3), pages 1-22, March.
    18. Shirako, Aiwa & Kilduff, Gavin J. & Kray, Laura J., 2015. "Is there a place for sympathy in negotiation? Finding strength in weakness," Organizational Behavior and Human Decision Processes, Elsevier, vol. 131(C), pages 95-109.
    19. Ting Zhang & Francesca Gino & Michael I. Norton, 2017. "The Surprising Effectiveness of Hostile Mediators," Management Science, INFORMS, vol. 63(6), pages 1972-1992, June.
    20. Sriram Venkiteswaran & Rangaraja P. Sundarraj, 2021. "How Angry are You? Anger Intensity, Demand and Subjective Value in Multi-round Distributive Electronic Negotiation," Group Decision and Negotiation, Springer, vol. 30(1), pages 143-170, February.

    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:spr:grdene:v:17:y:2008:i:1:d:10.1007_s10726-007-9089-3. 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.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc 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 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: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    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.