Does it take two to Tango? Longitudinal effects of unilateral and bilateral integrative negotiation training
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In: Journal of Applied Psychology, Vol. 98, No. 3, 05.2013, p. 478-491.
Research output: Journal contributions › Journal articles › Research › peer-review
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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 -