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      Procedural frames in negotiations: how offering my resources versus requesting yours impacts perception, behavior, and outcomes.

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          Abstract

          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.

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          Author and article information

          Journal
          J Pers Soc Psychol
          Journal of personality and social psychology
          American Psychological Association (APA)
          1939-1315
          0022-3514
          Mar 2015
          : 108
          : 3
          Affiliations
          [1 ] Department of Social and Organizational Psychology, Leuphana University.
          [2 ] Department of Social Psychology, Saarland University.
          Article
          2015-09924-002
          10.1037/pspi0000009
          25751716
          9e0d9a4f-a53a-4865-8092-87a426ef4ca1
          History

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