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

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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.
Original languageEnglish
JournalJournal of Applied Psychology
Volume98
Issue number3
Pages (from-to)478-491
Number of pages14
ISSN0021-9010
DOIs
Publication statusPublished - 05.2013

    Research areas

  • Psychology - Information exchange, Longitudinal study, Negotiation, Role effects, Training

DOI

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