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To Match or Not to Match? Reactions to Turning Points in Negotiation

Author

Listed:
  • Michele Griessmair

    (Victoria University
    University of Vienna)

  • Daniel Druckman

    (George Mason University
    Macquarie University
    University of Queensland)

Abstract

This study examines the impacts of process frames and salience of a turning point on negotiators’ responses to a departure during the negotiation process. Results show that individuals negotiating within an integrative-cooperative (as opposed to a distributive-competitive frame) are more likely to interpret the departure as a turning point and match the other’s offer. Similarly, results show that making the departure salient by clearly articulating the intent, content, and function of the turning point offer increases negotiators’ propensity to embrace the mutually beneficial turning point offer. The findings are discussed in light of negotiators’ awareness of events during the negotiation process, their (mis)matching of favorable offers, and relational order theory.

Suggested Citation

  • 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.
    • Handle: RePEc:spr:grdene:v:27:y:2018:i:1:d:10.1007_s10726-017-9550-x
    DOI: 10.1007/s10726-017-9550-x
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    References listed on IDEAS

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    1. 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.
    2. de Dreu, Carsten K. W. & Carnevale, Peter J. D. & Emans, Ben J. M. & van de Vliert, Evert, 1994. "Effects of Gain-Loss Frames in Negotiation: Loss Aversion, Mismatching, and Frame Adoption," Organizational Behavior and Human Decision Processes, Elsevier, vol. 60(1), pages 90-107, October.
    3. Keysar, Boaz & Ginzel, Linda E. & Bazerman, Max H., 1995. "States of Affairs and States of Mind: The Effect of Knowledge of Beliefs," Organizational Behavior and Human Decision Processes, Elsevier, vol. 64(3), pages 283-293, December.
    4. Wendi L. Adair & Jeanne M. Brett, 2005. "The Negotiation Dance: Time, Culture, and Behavioral Sequences in Negotiation," Organization Science, INFORMS, vol. 16(1), pages 33-51, February.
    5. Svenn Lindskold & Brian Betz & Pamela S. Walters, 1986. "Transforming Competitive or Cooperative Climates," Journal of Conflict Resolution, Peace Science Society (International), vol. 30(1), pages 99-114, March.
    6. Daniel Druckman, 2001. "Turning Points in International Negotiation," Journal of Conflict Resolution, Peace Science Society (International), vol. 45(4), pages 519-544, August.
    7. Urs Fischbacher, 2007. "z-Tree: Zurich toolbox for ready-made economic experiments," Experimental Economics, Springer;Economic Science Association, vol. 10(2), pages 171-178, June.
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    Cited by:

    1. 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.

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