IDEAS home Printed from https://ideas.repec.org/a/eee/joepsy/v38y2013icp26-39.html
   My bibliography  Save this article

Promoting prevention success at the bargaining table: Regulatory focus in distributive negotiations

Author

Listed:
  • Trötschel, Roman
  • Bündgens, Silke
  • Hüffmeier, Joachim
  • Loschelder, David D.

Abstract

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.

Suggested Citation

  • Trötschel, Roman & Bündgens, Silke & Hüffmeier, Joachim & Loschelder, David D., 2013. "Promoting prevention success at the bargaining table: Regulatory focus in distributive negotiations," Journal of Economic Psychology, Elsevier, vol. 38(C), pages 26-39.
    • Handle: RePEc:eee:joepsy:v:38:y:2013:i:c:p:26-39
    DOI: 10.1016/j.joep.2012.03.006
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0167487012000463
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.joep.2012.03.006?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. 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.
    2. James K. Sebenius, 1992. "Negotiation Analysis: A Characterization and Review," Management Science, INFORMS, vol. 38(1), pages 18-38, January.
    3. 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.
    4. 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.
    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. Majer, Johann M. & Zhang, Kai & Zhang, Hong & Höhne, Benjamin P. & Trötschel, Roman, 2022. "Give and take frames in shared-resource negotiations," Journal of Economic Psychology, Elsevier, vol. 90(C).

    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. Burson, Katherine A. & Faro, David & Rottenstreich, Yuval, 2010. "ABCs of principal-agent interactions: Accurate predictions, biased processes, and contrasts between working and delegating," Organizational Behavior and Human Decision Processes, Elsevier, vol. 113(1), pages 1-12, September.
    2. Peter J. Carnevale, 2008. "Positive affect and decision frame in negotiation," Group Decision and Negotiation, Springer, vol. 17(1), pages 51-63, January.
    3. Ofir Turel & Yufei Yuan, 2007. "User Acceptance of Web-Based Negotiation Support Systems: The Role of Perceived Intention of the Negotiating Partner to Negotiate Online," Group Decision and Negotiation, Springer, vol. 16(5), pages 451-468, September.
    4. Brett, Jeanne & Thompson, Leigh, 2016. "Negotiation," Organizational Behavior and Human Decision Processes, Elsevier, vol. 136(C), pages 68-79.
    5. Ghosh, Dipankar, 2000. "Complementary arrangements of organizational factors and outcomes of negotiated transfer price," Accounting, Organizations and Society, Elsevier, vol. 25(7), pages 661-682, October.
    6. Ayman M. Wasfy & Yasser A. Hosni, 1998. "Two-Party Negotiation Modeling: An Integrated Fuzzy Logic Approach," Group Decision and Negotiation, Springer, vol. 7(6), pages 491-518, November.
    7. Amira Galin, 2013. "Endowment Effect in negotiations: group versus individual decision-making," Theory and Decision, Springer, vol. 75(3), pages 389-401, September.
    8. Zou, Lili Wenli & Chan, Ricky Y.K., 2019. "Why and when do consumers perform green behaviors? An examination of regulatory focus and ethical ideology," Journal of Business Research, Elsevier, vol. 94(C), pages 113-127.
    9. Bhargave, Rajesh & Chakravarti, Amitav & Guha, Abhijit, 2015. "Two-stage decisions increase preference for hedonic options," LSE Research Online Documents on Economics 64119, London School of Economics and Political Science, LSE Library.
    10. Emich, Kyle J. & Vincent, Lynne C., 2020. "Shifting focus: The influence of affective diversity on team creativity," Organizational Behavior and Human Decision Processes, Elsevier, vol. 156(C), pages 24-37.
    11. Wesemann, Henrik & Wincent, Joakim, 2021. "A whole new world: Counterintuitive crowdfunding insights for female founders," Journal of Business Venturing Insights, Elsevier, vol. 15(C).
    12. Levine, John M. & Higgins, E. Tory & Choi, Hoon-Seok, 2000. "Development of Strategic Norms in Groups," Organizational Behavior and Human Decision Processes, Elsevier, vol. 82(1), pages 88-101, May.
    13. Victor Manuel Bennett, 2013. "Organization and Bargaining: Sales Process Choice at Auto Dealerships," Management Science, INFORMS, vol. 59(9), pages 2003-2018, September.
    14. Ricky Y. K. Chan, 2021. "Do chief information officers matter for sustainable development? Impact of their regulatory focus on green information technology strategies and corporate performance," Business Strategy and the Environment, Wiley Blackwell, vol. 30(5), pages 2523-2534, July.
    15. Amaral, Christopher & Kolsarici, Ceren, 2020. "The financial advice puzzle: The role of consumer heterogeneity in the advisor choice," Journal of Retailing and Consumer Services, Elsevier, vol. 54(C).
    16. Jos Timmermans, 2008. "Punctuated equilibrium in a non-linear system of action," Computational and Mathematical Organization Theory, Springer, vol. 14(4), pages 350-375, December.
    17. Oana Buliga & Christian W. Scheiner & Kai-Ingo Voigt, 2016. "Business model innovation and organizational resilience: towards an integrated conceptual framework," Journal of Business Economics, Springer, vol. 86(6), pages 647-670, August.
    18. Poels, Karolien & Dewitte, Siegfried, 2008. "Hope and self-regulatory goals applied to an advertising context: Promoting prevention stimulates goal-directed behavior," Journal of Business Research, Elsevier, vol. 61(10), pages 1030-1040, October.
    19. Chung-Chau Chang & Bo-Chi Lin & Shin-Shin Chang, 2011. "The relative advantages of benefit overlap versus category similarity in brand extension evaluation: The moderating role of self-regulatory focus," Marketing Letters, Springer, vol. 22(4), pages 391-404, November.
    20. Bereby-Meyer, Yoella & Moran, Simone & Unger-Aviram, Esther, 2004. "When performance goals deter performance: Transfer of skills in integrative negotiations," Organizational Behavior and Human Decision Processes, Elsevier, vol. 93(2), pages 142-154, March.

    More about this item

    Keywords

    Regulatory focus; Promotion; Prevention; Self-regulation; Negotiation; Buyer; Seller;
    All these keywords.

    JEL classification:

    • C78 - Mathematical and Quantitative Methods - - Game Theory and Bargaining Theory - - - Bargaining Theory; Matching Theory
    • C91 - Mathematical and Quantitative Methods - - Design of Experiments - - - Laboratory, Individual Behavior

    Statistics

    Access and download statistics

    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:eee:joepsy:v:38:y:2013:i:c:p:26-39. 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: Catherine Liu (email available below). General contact details of provider: http://www.elsevier.com/locate/joep .

    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.