Does it take two to Tango? Longitudinal effects of unilateral and bilateral integrative negotiation training

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Does it take two to Tango? Longitudinal effects of unilateral and bilateral integrative negotiation training. / Zerres, Alfred; Hüffmeier, Joachim; Freund, Philipp Alexander et al.
in: Journal of Applied Psychology, Jahrgang 98, Nr. 3, 05.2013, S. 478-491.

Publikation: Beiträge in ZeitschriftenZeitschriftenaufsätzeForschungbegutachtet

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@article{008d5bc984ff4c24b638f3b6969dbd3b,
title = "Does it take two to Tango?: Longitudinal effects of unilateral and bilateral integrative negotiation training",
abstract = "This study assesses longitudinal effects of different training designs on joint negotiation performance. In so doing, the study experimentally compares (a) bilateral training of both the seller and the buyer within a dyad with both (b) a no-training control condition and 2 conditions with unilateral training of either (c) the buyer or (d) the seller. Moreover, underlying psychological mechanisms of the training effect are assessed. Results of the study with 360 participants reveal a significant overall training effect on negotiation outcomes that remains stable over time. Consistent with our hypotheses, unilateral negotiation training is only effective if the trained party is the seller, and it fails if the trained party is the buyer. Additional mediation analyses reveal exchange of priority-related information as a causal mechanism underlying these effects.",
keywords = "Psychology, Information exchange, Longitudinal study, Negotiation, Role effects, Training",
author = "Alfred Zerres and Joachim H{\"u}ffmeier and Freund, {Philipp Alexander} and Klaus Backhaus and Guido Hertel",
year = "2013",
month = may,
doi = "10.1037/a0032255",
language = "English",
volume = "98",
pages = "478--491",
journal = "Journal of Applied Psychology",
issn = "0021-9010",
publisher = "American Psychological Association Inc.",
number = "3",

}

RIS

TY - JOUR

T1 - Does it take two to Tango?

T2 - Longitudinal effects of unilateral and bilateral integrative negotiation training

AU - Zerres, Alfred

AU - Hüffmeier, Joachim

AU - Freund, Philipp Alexander

AU - Backhaus, Klaus

AU - Hertel, Guido

PY - 2013/5

Y1 - 2013/5

N2 - This study assesses longitudinal effects of different training designs on joint negotiation performance. In so doing, the study experimentally compares (a) bilateral training of both the seller and the buyer within a dyad with both (b) a no-training control condition and 2 conditions with unilateral training of either (c) the buyer or (d) the seller. Moreover, underlying psychological mechanisms of the training effect are assessed. Results of the study with 360 participants reveal a significant overall training effect on negotiation outcomes that remains stable over time. Consistent with our hypotheses, unilateral negotiation training is only effective if the trained party is the seller, and it fails if the trained party is the buyer. Additional mediation analyses reveal exchange of priority-related information as a causal mechanism underlying these effects.

AB - This study assesses longitudinal effects of different training designs on joint negotiation performance. In so doing, the study experimentally compares (a) bilateral training of both the seller and the buyer within a dyad with both (b) a no-training control condition and 2 conditions with unilateral training of either (c) the buyer or (d) the seller. Moreover, underlying psychological mechanisms of the training effect are assessed. Results of the study with 360 participants reveal a significant overall training effect on negotiation outcomes that remains stable over time. Consistent with our hypotheses, unilateral negotiation training is only effective if the trained party is the seller, and it fails if the trained party is the buyer. Additional mediation analyses reveal exchange of priority-related information as a causal mechanism underlying these effects.

KW - Psychology

KW - Information exchange

KW - Longitudinal study

KW - Negotiation

KW - Role effects

KW - Training

UR - http://www.scopus.com/inward/record.url?scp=84877806391&partnerID=8YFLogxK

U2 - 10.1037/a0032255

DO - 10.1037/a0032255

M3 - Journal articles

C2 - 23565895

VL - 98

SP - 478

EP - 491

JO - Journal of Applied Psychology

JF - Journal of Applied Psychology

SN - 0021-9010

IS - 3

ER -

DOI