Win-win in distributive negotiations: The economic and relational benefits of strategic offer framing

• Main Authors: SCHAERER, Michael, SCHWEINSBERG, Martin, THORNLEY, Nico, SWAAB, Roderick I.
• 格式: text
• 語言: English
• 出版: Institutional Knowledge at Singapore Management University 2020
• 主題: Negotiation; First offer; Framing; Satisfaction; Power; Reservation price; Human Resources Management; Organizational Behavior and Theory
• 在線閱讀: https://ink.library.smu.edu.sg/lkcsb_research/6447; https://ink.library.smu.edu.sg/context/lkcsb_research/article/7446/viewcontent/Schaerer_et_al_JESP2020_win_win_in_distributive_negotiations__1_.pdf

In distributive negotiations, people often feel that they have to choose between maximizing their economic outcomes (claiming more value) or improving their relational outcomes (having a satisfied opponent). The present research proposes a conversational strategy that can help negotiators achieve bo...