Procedural Frames in Negotiations: How offering my resources versus requesting yours impacts perception, behavior, and outcomes
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In: Journal of Personality and Social Psychology, Vol. 108, No. 3, 01.03.2015, p. 417-435.
Research output: Journal contributions › Journal articles › Research › peer-review
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TY - JOUR
T1 - Procedural Frames in Negotiations
T2 - How offering my resources versus requesting yours impacts perception, behavior, and outcomes
AU - Trötschel, Roman
AU - Loschelder, David Demian
AU - Höhne, Benjamin
AU - Majer, Johann Martin
PY - 2015/3/1
Y1 - 2015/3/1
N2 - Although abundant negotiation research has examined outcome frames, little is known about the procedural framing of negotiation proposals (i.e., offering my vs. requesting your resources). In a series of 8 experiments, we tested the prediction that negotiators would show a stronger concession aversion and attain better individual outcomes when their own resource, rather than the counterpart's, is the accentuated reference resource in a transaction. First, senders of proposals revealed a stronger concession aversion when they offered their own rather than requested the counterpart's resources- both in buyer-seller (Experiment 1a) and in classic transaction negotiations (Experiment 2a). Expectedly, this effect reversed for recipients: When receiving requests rather than offers, recipients experienced a stronger concession aversion in buyer-seller (Experiment 1b) and transaction negotiations (Experiment 2b). Experiments 3-5 investigated procedural frames in the interactive process of negotiations-with elementary schoolchildren (Experiment 3), in a buyer-seller context (Experiments 4a and 4b), and in a computer-mediated transaction negotiation void of buyer and seller roles (Experiment 5). In summary, 8 experiments showed that negotiators are more concession averse and claim more individual value when negotiation proposals are framed to highlight their own rather than the counterpart's resources.
AB - Although abundant negotiation research has examined outcome frames, little is known about the procedural framing of negotiation proposals (i.e., offering my vs. requesting your resources). In a series of 8 experiments, we tested the prediction that negotiators would show a stronger concession aversion and attain better individual outcomes when their own resource, rather than the counterpart's, is the accentuated reference resource in a transaction. First, senders of proposals revealed a stronger concession aversion when they offered their own rather than requested the counterpart's resources- both in buyer-seller (Experiment 1a) and in classic transaction negotiations (Experiment 2a). Expectedly, this effect reversed for recipients: When receiving requests rather than offers, recipients experienced a stronger concession aversion in buyer-seller (Experiment 1b) and transaction negotiations (Experiment 2b). Experiments 3-5 investigated procedural frames in the interactive process of negotiations-with elementary schoolchildren (Experiment 3), in a buyer-seller context (Experiments 4a and 4b), and in a computer-mediated transaction negotiation void of buyer and seller roles (Experiment 5). In summary, 8 experiments showed that negotiators are more concession averse and claim more individual value when negotiation proposals are framed to highlight their own rather than the counterpart's resources.
KW - Psychology
KW - Concession aversion
KW - Negotiations
KW - Offer
KW - Procedural frames
KW - Request
UR - http://www.scopus.com/inward/record.url?scp=84925689975&partnerID=8YFLogxK
U2 - 10.1037/pspi0000009
DO - 10.1037/pspi0000009
M3 - Journal articles
C2 - 25751716
VL - 108
SP - 417
EP - 435
JO - Journal of Personality and Social Psychology
JF - Journal of Personality and Social Psychology
SN - 0022-3514
IS - 3
ER -